Let’s examine the “Yes, yes, yes” method of closing the sale. At first blush, this tip may seem like a contradiction of my earlier blog, Assume The Sale, (https://edgewaterblog.com/2014/06/25/assume-the-sale/) when I suggested that you never ask a closed-ended question (one that could be answered with a ‘yes’ or ‘no’). So is this a contradiction to our last training? No.
In sales and business, we have to try everything until we find what works for us and depending on our personalities and our ability to persuade, this “yes, yes, yes” tactic can work wonders. Legendary sales trainer Brian Tracy, says that when people answer “yes” to a series of questions, they are more likely to say, “yes” to your ultimate proposition. The trick is to make certain that the questions you ask will indeed illicit a “yes” response; nothing that requires a commitment by the prospect. Come up with some ‘safe’ questions. For instance, if it’s nice out, ask the consumer, “Isn’t this a beautiful day?” They answer, “yes.” If your home team just won a big game, ask, “Isn’t it great that xxxxx won??” Again, they answer, “yes.” Then when it comes to asking someone to make a purchase, they are on a ‘yes-roll’ and the likelihood of getting them to make a purchase goes up exponentially (factoring that you still ask “which,” not “if,” during your close-see Assume The Sale). I’m suggesting that you have very upbeat, positive and light-hearted conversations with your prospect to grease the skids.
It’s important not to overdo this as we only have a small window of time to properly educate the consumer and too much fluff will annoy them. Formulate our questions in advance so that we’re not getting “no’s” about anything. It’s a highly effective tactic that will go a long way to increasing cooperation and compliance in all areas of our lives, not just when we’re selling.