We have spent our time over the last few sessions discovering the difference between the psychology of sales and the psychology of the buying process. We have learned from the teachings of Don Spini about our role in the Exploration, Validation and Conflict Resolution stages that he describes so well in his book "Sixty Seconds to Yes". Yet what is great about Don Spini and his training is that he gives you the tools that you need to develop the skill set required to master these techniques. The name of this sales game is "staying in the game". That last thing that anyone wants to hear is maybe. This next technique will help you to turn Maybe into Yes, or sometimes No, but only when it is the real answer and not a dodge.