Addressing concerns of starting with no

- [Man] When it comes to this "Starting With No", it's one of the reasons why it's so counter-intuitive is because you are, through making them feel safe, you're also making them feel powerful. And some people might feel concerned about, "Well, I'm making myself seem vulnerable." I'm also making them feel powerful by reminding them that they have the ability to say no. But what it sounds like is that by making them feel powerful and safe, they don't feel the need to use that power on you. Whereas if you try to disempower them and say, "No, you can't say no to me." It almost makes them want to test that, to impress upon you (chuckles) that they can say no. It's almost inviting that, am I reading that right? - [Instructor] You're exactly right. That power, the knowledge of having control, of feeling in control, actually helps them keep that in check so they don't use it. I mean, one quick example. Well, a customer was,…