The Power of No-Oriented Questions in Sales

Sales is not just about convincing people to buy what you’re selling, but also about understanding their needs and providing them with the right solution. One way to do this is by asking effective questions. In particular, no-oriented questions can be incredibly powerful in sales.

One book that explores the power of no-oriented questions in sales is “Never Split the Difference” by Christopher Voss. Voss is a former FBI hostage negotiator who has successfully used these techniques in high-stakes negotiations. In his book, Voss emphasizes the importance of asking no-oriented questions and how you can use them.

First, let’s start by understanding what a no-oriented question is and why we should use them.

What are no-oriented questions and why should you use them?

No-oriented questions are those that are designed to elicit a negative response, such as “Would you be opposed to setting some time up next week to dive into this a bit deeper?” or “Would it be a ridiculous idea to reconnect on this next week?”

The “no” in this instance, is actually a positive outcome.

While this may seem counterintuitive, it can actually be a highly effective technique. Here are some reasons why:

1. They elicit more information: No-oriented questions encourage people to elaborate on their thoughts and feelings. For example, if you ask someone if they are completely opposed to meeting with you, they’ll often explain why they aren’t completely opposed to it. This can provide you with valuable insight into their needs and concerns.

2. They create a sense of safety: No-oriented questions can make people feel more comfortable and at ease because they don’t feel like they’re being pressured or trapped. This can create a more positive and productive conversation.

3. They build rapport: When you ask no-oriented questions, you are showing that you are interested in the other person’s perspective and that you are willing to listen to their concerns. This can help build trust and rapport, which can ultimately lead to a successful sale.

Examples of no-oriented questions to ask on a cold call

The types of questions you ask on a cold call are going to be specific to your business, but here are a few ideas of structures you can use.

• Would you be opposed to investing time later this week to explore this in more depth?

• Would it be a ridiculous idea if I sent you some more content on this?

• Do you disagree with the idea of XYZ?

• Would it be out of line to suggest XYZ?

• Would you be against XYZ?

Conclusion

In conclusion, no-oriented questions can be a powerful tool in sales. They can elicit more information, create a sense of safety, and build rapport. By using calibrated questions that encourage the other person to talk and reveal their thoughts and feelings, you can better understand their needs and provide them with the right solution. “Never Split the Difference” is a great resource for anyone looking to improve their sales techniques and negotiation skills.

Looking for more tips? Sign up for our weekly newsletter! Entirely tactical, no fluff.