Have you ever pitched to someone and never heard back with a firm YES?
Maybe you were asking your boss for a raise, pitching your products to be in retail, or running paid ads that don’t seem to work.
What if I told you there’s a way to not only get a “YES” but an emphatic “BOO YEAH!”
PRINCIPLE: “A Confused Mind Says No”
People often say, “Let me think about it,” because they are confused. And as the saying goes, a confused mind says no.
Without clarity, every human brain prefers to take the path of least resistance—avoiding a decision or taking no action at all.
There are three common types of confusion that can prevent your customer or client from saying “YES”—and the good news is, you can fix them.
1. They Think They’re the Wrong Person
People want to be understood. They assume you understand their needs since that’s your business. But if you don’t communicate this clearly in your sales presentation, they’ll assume they’re the wrong fit—so they won’t make a purchase or invest.
The only way to confirm they’re the right person (and that you see them as a good fit) is by asking questions. They will listen for words that show you understand them, have experience, and offer a trustworthy solution.
Action Step: Define your ideal customer’s needs and resources so you can communicate exactly how they fit your offer.
2.They’re Confused About the Scope of Your Offer
People want to feel guided. If they don’t understand the scope, process, limits, terms, or timeline of your offer, they’ll hesitate.
How do I buy it? How long does it last? How long will it take? Why is this worth it?
If these questions aren’t answered clearly, they’ll choose inaction over risk.
Action Step: Make your offer crystal clear—define what they’re getting, how it works, and why it’s valuable.
3.They Don’t See the Value vs. Cost
People will buy something if they believe it’s worth more than what they paid.
You might think your offer is amazing, but are you communicating the benefits from your perspective or theirs? Have you made the offer so clear and enticing that they see it as a deal?
Action Step: Reframe your value from their perspective. What problem does it solve? What’s the ROI for them?
PRINCIPLE: Clarity Creates Action
When customers have clarity about your offer and how it solves their real pain point, they take bold action.
If they see exactly how your solution helps them, they won’t hesitate. They’ll say, “Let’s go!”
YOUR PROCESS TO A SOLUTION
The path to a more enthusiastic client YES starts with you.
Re-Focus Your Sales Presentation on Their Perspective
To make your sales pitch more effective, view it through the lens of the buyer. Clients will be excited to hire or buy from you if you clearly demonstrate you understand:
- Their Problem – What is frustrating them the most? What’s urgent?
- Their Goal – What outcome do they really want?
- Your Solution – Give them a simple plan to help them achieve their goal.
Use Their Words
All effective presentations start the same way:
- Ask Questions – Start by listening. Ask about their problem, goal, and desired solution.
- Listen Carefully – Words hold personal meaning. What do they mean by “success” or “growth”?
- Use Their Exact Words – Repeat key phrases they use to describe their problem and goal. This increases clarity and connection.
Action Step: Write down real customer phrases and use them in your pitch. Don’t guess—use real data.
CONCLUSION: Clarity = More YES’s
The good news? You can control clarity.
By refining your sales presentation and shifting your perspective to focus on the customer’s clarity, you can dramatically increase your chances of getting a YES.
The more time you spend truly understanding your customer’s perspective—what they need, fear, and value—the faster they’ll say “YES”… and the happier they’ll be about it.
Next Steps:
- Rework your sales pitch using these principles.
- Study past customers—what words did they use before saying “YES”?
- Make clarity your priority in every sales conversation.
Want more insights? Check out the book “My Brand Story” for more strategies on crafting a clear and compelling pitch.
