Ask What Would Change Their Mind
Practical ways to ask what would change their mind, a calm question that reveals the real barrier.
The answer shows the path. Ask it with respect.
10 tips that really help
These ideas come from Objections (Jeb Blount), Never Split the Difference (Chris Voss), The Sandler Rules (David Mattson), and everyday practice. The first six help the most. Pick one and try it today.
What would change your mind? is a powerful question
It reveals the exact condition under which the answer could become yes.
Ask it gently.
Ask it only after listening
Make sure you have heard the full concern before asking what could change it.
Be patient.
Use a curious tone
Ask as if you truly want to know, not as a challenge.
Smile softly.
Listen to the answer fully
The condition they name may be simple and within your power.
Take notes.
Check whether it is realistic
If the condition is something you cannot offer, be honest.
Say so kindly.
Offer what you can
If you can meet the condition, propose it clearly and ask if that would work.
Make a clear offer.
Accept that nothing may change their mind
Sometimes the answer is that nothing will, and that is useful to know.
Thank them.
Use it in follow-up emails
One line asking what would make this a better fit can restart a conversation.
Try it.
Document their answers
Patterns teach you how to improve your offer.
Record each one.
Follow through
If you say you will adjust something, do it promptly.
Keep your word.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“What would need to be true for this to be a yes?”
“If you could change one thing, what would it be?”
“(Wait.)”
“Is that the only thing?”
“Let me see what I can do.”
“Thank you.”
Your first week
One small action a day. Each day is only a little bigger than the last.
Write the question in your words
Ask it after a no
Listen without defending
Note the answer
Decide if you can help
Follow up
Review
Further reading
- Objections (Jeb Blount)
- Never Split the Difference (Chris Voss)
- The Sandler Rules (David Mattson)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
More lessons in “Turn "No" Into "Not Yet"”
Keep going. Small steps every day make a big change.
← Previous: Leave the Door OpenNext: Learn From Every Lost Deal →
- An Objection Is Interest in Disguise
- The Four Real Reasons for Every Objection
- Stay Calm When They Push Back
- Do Not Argue, Do Not Defend
- Pause Before You Answer
- Know the Top Ten Objections Before You Hear Them
- Write Your Own Objection Playbook
- Too Expensive: What They Really Mean
- Compared to What?
- Show the Cost of Doing Nothing
- Break the Price Into Small Pieces
- Explain Value Before Price
- Handle "Your Competitor Is Cheaper"
- When to Say "We Are Not the Cheapest"
- I Need to Think About It
- It Is Not the Right Time
- Call Me Next Month
- Just Send Me Something
- I Need to Talk to My Partner
- Create Honest Reasons to Act Now
- Follow Up Without Nagging
- We Have Had a Bad Experience Before
- I Am Not Sure It Will Work for Us
- We Already Use Someone Else
- We Are Happy With What We Have
- Reduce Risk With Proof
- Offer a Trial, a Pilot or a Guarantee
- Let Customers Reassure Customers
- Feel, Felt, Found Done Right
- Acknowledge, Ask, Answer
- Use "Help Me Understand"
- Reframe the Concern Kindly
- Turn the Objection Into a Question
- Know When to Stay Silent
- Spot a Real No
- Leave the Door Open
- Ask What Would Change Their Mind
- Learn From Every Lost Deal
- Stay in Touch With Lost Leads
- Come Back Later With a Fresh Reason
