Yes - No - Maybe is a game that trains skills and techniques necessary for dealing with
objections or unreasonable requests. Participants learn how to handle objections offering 5
basic techniques: 1) Aikido; 2) Question; 3) Substitution; 4) Linking to the past; 5)
Reducing to the absurd. For each method, there are cards that briefly and structurally
describe the theory, namely, how to use each method correctly. Players themselves agree
which methods they would use in the game. Participants need to respond to objections in
a collaborative rather than confrontational format. They play individually, competing with
each other gaining points for the best performance.
Key Themes:
• Identification Of Customer Needs
• Targeted Questions
• Customer Decision Making Criteria
• Argumentation
Results:
• Skill to handle objections or unreasonable demands without frustration
• Ability to argue using the customer’s language of benefit
• Skill to handle objections in the form of cooperation rather than fighting and defense
Details:
• Time 2-6 hours
• Participants: 3+
• Available online and on-site