Steal this FBI negotiator trick to get people to say YES

@milanasarenac

40.3K followers · usually 3.9K views a post

Views

187.1K

Likes

11.4K

Comments

53

Shares

1.1K

SoundTikTok sound · original sound - milanasarenac

View velocity

+78.6K views over 23.7d · ~3.3K/day · 4 observations

Promoted product

—

Why it worked

The video uses a compelling hook referencing an FBI negotiator, which sparks curiosity. It then offers a counterintuitive sales tip that challenges conventional wisdom, making it shareable and engaging for those interested in sales and negotiation.

Summary

This video explains a negotiation trick used by FBI negotiators to get people to say yes. Instead of asking for a yes, the trick involves asking a question that prompts a 'no' response, which makes the other person feel safer and more receptive to listening. This counterintuitive approach aims to capture attention and allow for a genuine decision-making process.

Structure

1Introduction to the FBI negotiator trick
2The problem with directly asking for 'yes'
3The importance of 'no' for safety and focus
4The counterintuitive approach to sales
5The purpose of an opening line

Product placement

The video features a clip of a former FBI hostage negotiator discussing negotiation tactics. The presenter then explains this tactic in the context of sales and business, implying it can be used to sell products or services, but does not name a specific product.

On-screen text

Steal this FBI negotiator trick to get people to say YES (Watch till the end for how to use it)

Original caption

It’s basically BACKWARDS which is why it works. #salestips #salescoach #salestraining #highticketsales

More from @milanasarenac

More breakout videos from this creator.

Transcript

From this point forward, I don't ever want you to ever say to anybody ever again, have you got a few minutes? Cold call. Sales call. Your significant other. One of the things that's going to feel very awkward to you, which has made one of the biggest differences that we've coached. I never try to get anybody to say yes. The problem with yes is if you try to get me to say yes, I'm always going to be worried about what the hook is. If I'm concerned about where the hook is, my brain is clouded. What you want is their own focused attention. So how do you switch? "Have you got a few minutes to talk?" cause somebody to say yes. How do you switch that? Do you not have time to talk? You're on the right track. Is now a bad time to talk? So if I've learned that saying no protects me, then my reaction to "Is now a bad time to talk?" is and protected. I'm going to focus. Essentially, what he's saying is that yes feels very unsafe for us to say and the more you can get your prospects to say no, the better off you are. This sounds counterintuitive because we think that our job when we're selling is to get a yes, but actually, it's really just to get a decision. Someone's gonna feel safer saying no than they will to say yes. What the opening line is, is just to hook someone's attention. It's not to trick them into anything. It's to get them to listen to you long enough so that they can decide whether what you have to offer is even worth it. And the opening works really well.