Be a Yes Man

Be a Yes Man
Photo by Graur Cordin

It is very important to become a yes man if you want to climb the sales ladder and find more profits for yourself. By yes man I don't mean say yes to everything that is asked of you, that is not good selling, everyone can sell on price, and waht they will always ask of you, is to go lower. What I mean by becoming a yes man is very simple; make the prospect say yes, and make them say it early and often, before asking for the yes you most want to hear. Do this and closing a sale will become a snap.

Yes makes a prospect like you: When you ask questions that the person answers yes to, it already starts to make them like you more. By saying yes they are saying this person thinks the same as me, this person is like me. As we know people like to buy from people they like. The yes questions can be as foolish as "don't you just love the weekends" most people will answer yes to that sort of question. If you ask enough yes questions the person will start to believe you have a lot of things in common because we seem to be agreeing on a lot of topics. Think about the people you do favors for at work, I bet you agree a lot with them, and I bet you are more willing to do things for those people... that's because we like people who are like ourselves. When you ask questions that get the yes answer, the person starts to think this person is like me, we agree on a lot, I like this person. Remember its easier closing a sale with people who like us.

Yes makes them trust you: Aside from liking you more, yes answers lead them to trust you more! Trust is an important thing when it comes to closing a sale; most people want to know if they can trust this person they are meeting for the first time, will this product really do what he says it will. When they answer yes to your questions they are saying this person speaks the truth because I agree with what he is saying, this person is an honest person. If they now think that you are an honest person who is similar to them it makes it easier for my next point.

Yes makes them more likely to say yes to future requests: This is the biggest reason to prime the prospect with yes questions because all you want is for them to say yes to your big request. The big request is buy my product or service, and the answer you are looking for is yes because that will lead to you making money and being successful at selling. Since they have already answered yes to you multiple times they are more likely to answer yes to your future request. They already are saying to themselves this person is like me, and I can trust him because he says truthful things. So when you say "are you ready to buy, because it’s a great value" and they have been primed properly they will answer yes, because they like you your honest so it must be a good value.

The power of yes seems so simple but we rarely think about using it appropriately. We mostly go off and just talk about quotes and bids and price. Overall this will not be very effective, maybe you will meet a prospect that already has a lot in common with you and likes you I bet those sales go pretty well for you. Now image if you had a game plan to get any prospect to answer yes to your questions to buy, now that is a great way to closing a sale.


Get 5 yes questiosn here: http://howtoclosefroma-z.blogspot.com/#!/2012/03/5-yes-questions-you-can-ask-now.html