What an FBI negotiator can teach us about sales.

You know that moment in a discovery call when the energy shifts—
everything’s going great, the connection feels strong, but then… things get vague.

They’re interested, but not committing.
You sense hesitation, but you can’t quite tell what it’s about.
And inside, you’re thinking: I need to ask a direct question—but how do I do it without sounding 

pushy?

I’ve been there more times than I can count.
That’s why I was instantly hooked when I heard former FBI hostage negotiator Chris Voss (author of Never Split the Difference) share a simple, powerful question that cuts through the ambiguity—without creating pressure:

“Are you against moving forward?”

The brilliance of this question lies in how it feels.
It’s not confrontational. It’s calm, neutral, and respectful.
It gives your prospect full permission to say no—which paradoxically makes them more likely to be honest.

Here’s what happens:
🧠 Their brain relaxes.
💬 They feel in control of their decision.
🤝 And you both get the clarity you need to move forward—or part ways—with confidence.

Because here’s the truth: ambiguity is the real deal-killer.
Not a no, not even a not yet—but that vague middle space where nothing moves.

So next time you feel that fuzzy energy on a call, take a breath and ask:
👉 “Are you against moving forward?”

Then stop talking.
Let the silence do the selling.

You’ll either open a conversation that reveals what’s really holding them back—or gain the clarity to move your energy elsewhere.

Either way, you win.

💬 Reflection question:
Where in your sales conversations could a little clarity shift everything?