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Winning the Business

4 Questions That Will Stop Them From Ghosting You

20 min
Average Score

Chris Voss

CEO & Founder

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In the world of sales, effective communication and negotiation strategies play a crucial role in achieving success. One renowned expert in this field is Chris Voss, who has extensively discussed the use of no-oriented questions in improving communication effectiveness and negotiation outcomes. In this article, we delve into the concept of no-oriented questions and explore how sales reps can leverage them to their advantage.

Understanding No-Oriented Questions

No-oriented questions, as proposed by Chris Voss, are a unique approach to communication that diverges from the conventional yes-oriented questions. Instead of asking questions that elicit a positive response, such as "Have you got a few minutes to talk?" or "Is it a good idea?", Voss suggests framing questions in the negative form. For instance, "Is now a bad time to talk?" or "Is it a ridiculous idea?" These questions might seem counterintuitive at first, but they serve a specific purpose in capturing the other person's attention and encouraging deeper thought.

The Power of No-Oriented Questions

By employing no-oriented questions, sales reps can transform the dynamics of their interactions. The technique has been shown to generate a more engaged response from the prospect or client. It provokes follow-on thought, leading to more insightful discussions about pain points, needs, and wants. In negotiations, this technique proves particularly effective in gaining commitments and agreements, as evidenced by various real-life success stories shared by Voss.

Combining Techniques for Maximum Impact

To maximize the effectiveness of no-oriented questions, Chris Voss advocates for their integration with other techniques. One such technique is understanding decision fatigue - the phenomenon where repeated decision-making leads to reduced cognitive ability to make further choices.

By recognizing decision fatigue in the prospect, sales reps can tailor their approach and timing for better results.

Voss emphasizes the importance of context when using no-oriented questions. Simply asking negative questions might not yield the desired outcomes if not appropriately framed within the situation. Understanding the prospect's needs, preferences, and circumstances is crucial to deliver questions that resonate and evoke thoughtful responses.

Additionally, Voss suggests using specific wording and scripting for these questions. This ensures consistency in their application and enables sales reps to master the art of using no-oriented questions effectively. The right wording can have a profound impact on the prospect, guiding them towards more favorable decisions

Quantifying Success

In his research, Chris Voss observed a remarkable 23% increase in success rates when employing no-oriented questions compared to traditional yes-oriented ones. This quantifiable improvement makes a strong case for sales reps to adopt this technique and integrate it into their communication and negotiation strategies.

For a more in-depth understanding of Chris Voss's insights on using no-oriented questions and their impact on communication effectiveness, watch this session [insert link to the video here]. Discover how sales reps can leverage this technique to gain a competitive edge, improve negotiation outcomes, and build stronger client relationships.

In conclusion, the concept of no-oriented questions, as championed by Chris Voss, presents a valuable tool for sales reps seeking to enhance their communication and negotiation skills. By reframing questions in a negative form, sales reps can capture the prospect's attention and trigger deeper thought processes, leading to higher success rates in negotiations. When combined with other effective techniques and delivered with the right context and scripting, no-oriented questions can be a game-changer for sales professionals. Embracing this approach can pave the way for more fruitful interactions, yielding stronger connections with prospects and improved business outcomes. So, why wait? Watch this session and empower yourself with the tools to excel in sales communication.

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