Get Them Nodding

The big “YES” — to buy your product or service — will be preceded by many smaller “yes’s” in the prospect’s mind.

The goal is to get people nodding “yes” to themselves when they hear your message. This creates psychological buy-in and lowers people’s resistance to saying yes to a bigger ask.

How to Get Them Nodding “Yes” You can use something called “trial closes” to get people nodding “yes” and reduce buying resistance.

Trial Close: A technique used in selling to assess the buyer's readiness to make a purchase decision. A trial close usually takes the form of questions that ask for decisions on minor selling points; if the salesperson gets favorable responses to these questions, he or she can more confidently attempt to close the sale.

Here are some trial close questions you can weave into your messaging:

• Does that makes sense?
• Get what I mean?
• Isn’t that inspiring?
• Pretty cool, isn’t it?
• Do you see my point?
• Is this all sinking in?
• Could you see this working for you?
• Are you liking this so far?
• Should I keep going?
• Does that interest you?
• Is everything clear?
• Can you see yourself doing this?
• Is this something you want?
• Can I tell you more?