"Yes, And..."

Today’s Skill: Leaning In

One of the first things you learn in improv is the rule of “Yes, and…”

It’s a fundamental concept to allow for collaboration, agreement and the building of shared ideas.

→ It exists so the scene doesn’t die.

You accept what’s said and move it forward in a positive direction.

Sales isn’t that different.

We are trying to collaborate to solve a problem and build agreement that the path forward together is the best one.

However, what gets missed is the building of shared ideas.

We have convinced ourselves that it is “Us vs Them” so we put up walls or get defensive if at any point we are triggered.

Maybe they push back, maybe they question what we said, or maybe the have a clear objection.

It will happen.

But, instead of being guarded, what if that was the exact time where we could build trust?

One Small Shift

Let’s use a very basic scenario .

What if the buyer asks, “Can you do X?”

You think you’re answering a simple question but you’re not. You’re deciding how the rest of the conversation feels and flows.

You have 6 ways to answer:

• No

• No, but…

• No, and…

• Yes

• Yes, but…

• Yes, and…

They are all viable answers but only two of these keep momentum.

No, and…

Yes, and…

→ Whether the answer is yes or no is situational.

The trust happens in what comes next.

Scenario 1:

You answer with a basic “Yes” or “No” and move on.

The problem: It gives the buyer nothing to react to and shuts off the communication.

→ That becomes a dead-end.

Scenario 2:

You answer “Yes, but…” or “No, but…” in order to elaborate.

The problem: It sounds like backpedaling. Or you’re trying to defend yourself.

Or, maybe you’re unsure.

Everything after “but” feels like an excuse.

→ It immediately weakens whatever you just said.

Scenerio 3:

You answer “Yes, and…” or “No, and…” in order to clarify.

“And” says: I know why this is my answer.

“And” says: I’m comfortable taking this stance.

“And” sounds different.

→ “And” gives the buyer context while you’re being confident.

Examples:

• No, and here’s why we’ve chosen not to prioritize that feature.

• No, and here’s what we’ve learned when teams try to do it that way.

• Yes, and here’s the approach we’ve taken in order to get the most out of it.

• Yes, and here’s how we’ve seen this done successfully with other clients.

They may not love the answer.

That’s fine.

→ What they feel is clarity.

And clarity builds trust and opens up the dialogue on a deeper level.

Final Thoughts

We’ve all been at fault for leading with Scenario #1 and #2. I think it’s naturally engrained in how we’ve learned to handle difficult or uncomfortable situations.

But, Scenario #3 is where the magic happens.

Confident sellers don’t convince buyers.

They help buyers understand where the lines are.

And those lines become clearer with more collaboration and agreement on a shared vision forward.

Your Action Item

Go listen to your last sales call. (you should be recording all of them). Use Fathom.video for free if you’re not.

When questions came up:

• Did you soften your stance?

• Did you talk in circles?

• Or did you answer cleanly and then build forward?

This is one of those small skills that changes everything.

You don’t fix this overnight.

You fix it by noticing it once and choosing better the next time.

That’s how skills compound.