Yes-set Close

Disciplines > Sales > Closing techniques > Yes-set Close

Technique | How it works | See also

Technique

Ask them several questions where the answer is easy to answer and is 'yes'. Then tag on the question at the end for which you really want the answer 'yes'.

The minimum set is usually three questions. You also do not want to over-do this, so either space out the questions or limit the number (although one research showed that eight yeses were needed overall before closure).

Encourage them to say yes by nodding your head gently as you talk with them.

If you need to hide the question, you can bury it amongst other questions.

Examples

Do you like coming to shop here?

Is it easy to find us?

Did this product catch your eye?

Are you ready to buy it now?

Will you want to take delivery next week?

How it works

The Yes-set Close works by setting up a repetitive pattern of 'yes' answers that gets the other person into a habitual response. When the pattern is established and they are automatically answering 'yes', then the question that you really want 'yes' to is slipped in.

Many people also do not particularly like to answer 'no' as they believe that it is impolite.

See also

Repetition principle, Assumption principle

Books on Sales Closing

Sales Books