Usually, hearing “no” is the end of the road when you’re making a pitch. However, being at the end of the road is infinitely better than being in limbo with a “maybe.”  Who wants to have their time be wasted by prospective clients or investors who have no intention of working with you? Here are three steps, as recommended by HBR, to get a definitive “no” instead of a willy-nilly “maybe:”

1) Be crystal clear about the ask- Make sure to fully disclose what you’re asking for, people may say no because they’re simply unclear about what is being asked.

2) Set a deadline-This way, they know that their is a define time in the near future at which point a decision must be made. No buts about it.

3) Learn to understand silence- People hate saying no, and will sometimes opt to not say anything at all. Helpfully asking a question when you hear the silence will put the naysayer at ease, enough so that they can more easily express their genuine decision.

1. Be clear about your request. People often say maybebecause they are confused about what you’re asking of them.
2. Set a deadline. When meeting a prospective investor, buyer, or customer, explain when you need a decision. A deadline can yield a quicker yes or no.
3. Know when silence means no. People hate to say noas much as you hate to hear it. When you sense that your audience is going to say no, but hasn’t built up the courage to express it, provide an out. Something as simple as, “I assume it’s a pass for now?” can help the other party be definitive about its decision.

Image thanks to http://www.aboutfreelancewriting.com/2009/07/constructive-criticism-works-put-downs-dont/