Prime Their Ability to Execute a Deal

Help your counterpart see the feasibility of finalizing the deal.

Person asking "What's your yearly revenue" instead of asking for monthly revenue

Overview

Decisions are made via simulation.

If you ask for a salary of $95k, your counterpart will imagine giving you $95k to gauge how it feels (see my book Imagine Reading This Book).

Subtle words can influence this mechanism. Compare these two questions:

How much is monthly revenue?
How much is yearly revenue?

Both questions ascertain the amount of revenue. Yet the second framing — yearly revenue — is better.

This question orients their focus toward a larger version of revenue. While simulating your offer, they will imagine withdrawing $95k from this larger number, which feels easier and less painful.