Use the word “yes and” instead of the words “yes but”. As soon as someone hears the phrase “yes but”, they get their backs up. Those two words sound confrontational. Intimidating. You are about to challenge them. Contradict them. Their defenses are immediately constructed. Does something a prospect said need to be challenged? Use the words “yes and” instead. For example, a client says they require 5 years of experience but you’ve only been in business for 3 years. You can say “yes it’s important to be in business for 5 years and it’s also important to have the right expertise.” You just opened the door to talk about your expertise, downplaying your lack of experience. The prospect isn’t intimidated by your challenging him or her. Use the words “yes and” to convey to your prospect you are in agreement AND you have more expertise to share.
Use the words “yes and” instead of “yes but”
September 22, 2016 by
