The phone calls had gone perfectly. Dozens of them. "We love this." "Exactly what we need." "That price sounds fair." He hung up each time more certain than the last and started building the revenue model. Then the contracts didn't come. Not one.

What if every encouraging "yes" you've collected is quietly lying to you? The most dangerous feedback a founder gets isn't rejection, it's politeness.

In Episode 13 of Starting Up, host Jay Sensi exposes the gap between what people say and what people actually do. Drawing from nearly twelve years selling My College Roomie, Jay reveals why he never sold a single client at the price everyone called "fair," how to tell a real yes from a polite one, and why a genuine "no" is worth more than a hundred enthusiastic maybes.

People are nice. On a phone call, "yes" costs nothing, no commitment,  ...