Indeed, when a third set of potential buyers asked “What problems does it have?,” potential sellers were much more forthcoming. Even though positive and negative assumption questions both directly asked about problems, negative assumption questions led sellers to be 50 percent more likely to fess up that problems could exist.

Questions not only solicit information, they reveal it. They reveal information about our knowledge, our assumptions, and even how assertive we’re going to be.

Answer it—directly and in writing. List five specific reasons why the answer to your question is yes.

The more you explain bad events as temporary, specific, and external, the more likely you are to persist even in the face of adversity.

Without negativity you . . . lose touch with reality. You’re not genuine. In time, you drive people away.” So allow yourself what she dubs “appropriate negativity

As you prepare your pitch, whichever variety you choose, clarify your purpose and strategy by making sure you can answer these three questions:

After someone hears your pitch . . .

1. What do you want them to know?

1. What do you want them to feel?

1. What do you want them to do?