Turning ‘No’ to ‘Yes’ in 60 seconds – By Alok Das
The most difficult person in the room became my biggest ally.
Wild, right?
But it wasn’t luck. It was a shift in strategy.
We were rolling out a massive transformation program. Everyone was on board except for one person.
They pushed back on everything. Their tone was defensive. Their words were sharp.
Others labeled this person “resistant.” I labeled them “unheard.”
Here is the 30 second conversation that changed everything:
Stakeholder: “This is too risky. We’re going to lose control.”
Me: “It sounds like having total control is your top priority. Is that right?”
Stakeholder: “Exactly.”
Me: “What if this change actually gives you more visibility than you have now?”
Stakeholder: “Visibility? Go on…”
Me: “With the new automation, you’ll spot errors before they happen. That’s more control, not less.”
Stakeholder: “…I hadn’t looked at it that way.”
The energy shifted instantly.
I didn’t use a fancy slide deck. I didn’t use corporate jargon. I used simple psychological “hooks” to bridge the gap.
How to turn a “No” into a “Yes”:
1. Mirror the pace: If they are fast and urgent, match that energy. If they are cautious, slow down.
2. Reframe the fear: Turn “risk” into “protection.” Find what they value and show them how the change saves it.
3. Listen for the “Why”: Resistance is usually just a poorly wrapped gift of information.
People don’t hate change. They hate feeling out of control.
I coach leaders on how to use these exact frameworks (Neuro-linguistic Programming or NLP) to build trust and lead change without the friction.
Want to master these conversations? DM me “LEAD” and let’s talk.
