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Home / Articles / Columnists / Strategic Selling /  The Power of Yes
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Friday, June 3,2011

The Power of Yes

By Brian Tracy  
The reason the ascending close presentation is so effective is that it is based on the suggestive power of affirmative answers.

When you ask a series of six or more questions to which the prospect says yes, the prospect will thereafter nod and agree with almost anything you say. If you can ask six “yes” questions at the beginning of your presentation, it becomes very hard for a normal person to say no later on. If you can ask six questions that require a “yes” answer to the benefits that your product or service offers, the prospect will often be completely convinced of the goodness and value of your offer.

 


REPHRASE THE SAME QUESTION

You can often ask the same question with slightly different words. For example:

Mrs. Prospect, would you like to increase your profits?”

Answer: “Yes.”

“Are you interested in cutting your costs?”

Answer: “Yes.”

“Would you like to operate y o u r b u s i n e s s m o r e efficiently?”

Answer: “Yes.”

“Would you like to get more done in less time?”

Answer: “Yes.”

“Would you be interested in a cost-effective method that more than pays for itself over time?”

Answer: “Yes.”

“Would you like to get started with this right away?”

Answer: “Yes.”

 

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