Preview — The Goal
🎯 The Goal: People feel safe and in control when they say 'No' — and cornered when you chase a 'Yes.' Pushy closing questions ('Are you ready to sign today?') trigger defense mode: walls up, exits located. The counterintuitive fix: reframe so 'No' moves the deal forward — 'Is it a bad idea to move forward with this step?' Now their comfortable answer IS your progress.