Camp advises never to ask for the "big yes" all at once. Instead, break the decision down. If you want someone to hire you, don't ask, "Will you sign the contract?" Start small. "Would you be opposed to seeing a proposal?" "Would you be against a 15-minute demo?" These small "noes" (which function as yeses) build momentum.
If you're ready to take your negotiation skills to the next level, be sure to check out "Start with No" by Jim Camp. You can download a PDF version of the book or purchase a hard copy online.
Listen for their pain. Then, without sympathy (which is weak), validate the reality of their suffering. "It sounds like your current vendor is destroying your inventory." Validation builds bridges that "yes" never could.
The title of the book, Start With No , is often misunderstood. It does not mean you should be adversarial or rude. It means you should invite the other party to say "no" early and often.
When stuck, make a proposal that seems to hurt you. Example: "This doesn't seem to be working. Maybe we should charge you more?" This shocks the system and reveals if they are serious or just price-shopping.
Never play by the other person’s format. If they want a 30-minute demo, you want a 2-hour discovery session. You have the right to change the agenda, the venue, or the timeline at any point.
Camp advises never to ask for the "big yes" all at once. Instead, break the decision down. If you want someone to hire you, don't ask, "Will you sign the contract?" Start small. "Would you be opposed to seeing a proposal?" "Would you be against a 15-minute demo?" These small "noes" (which function as yeses) build momentum.
If you're ready to take your negotiation skills to the next level, be sure to check out "Start with No" by Jim Camp. You can download a PDF version of the book or purchase a hard copy online. Start With No Jim Camp Pdf 15
Listen for their pain. Then, without sympathy (which is weak), validate the reality of their suffering. "It sounds like your current vendor is destroying your inventory." Validation builds bridges that "yes" never could. Camp advises never to ask for the "big yes" all at once
The title of the book, Start With No , is often misunderstood. It does not mean you should be adversarial or rude. It means you should invite the other party to say "no" early and often. "Would you be opposed to seeing a proposal
When stuck, make a proposal that seems to hurt you. Example: "This doesn't seem to be working. Maybe we should charge you more?" This shocks the system and reveals if they are serious or just price-shopping.
Never play by the other person’s format. If they want a 30-minute demo, you want a 2-hour discovery session. You have the right to change the agenda, the venue, or the timeline at any point.
