Melissa wrote in and said, “I love your Selling System, but I’m having trouble with the Yes Set. You said establishing a Yes Set is extremely important in any Sales Strategies. Can you write more on the Yes Set and give more examples?”
The Yes Set
I wrote a lot about the Yes Set in a previous article, but here I’ll cover it in detail. The Yes Set is extremely important! It is just a process of asking question’s that are guaranteed to get the other person to respond with a yes.
I wrote Sales Scripts for many major corporations over the years. My research has shown that by utilizing the Yes Set in sales scripts, we were able to double our sales.
Psychology researchers have found that if you get a person to answer affirmatively to topics that relate, 7 to 8 time’s, you are almost guaranteed to get another yes! Why is that?
Why the Yes Set Works
We all have a conscious and unconscious mind. The conscious mind is bad at making decisions. The unconscious mind can make very complicated decisions in a second.
The Conscious Mind
Research has shown that the conscious mind can only process 5 to 9 idea’s at one time. If you are trying to get a point across to someone and they are trying to make a conscious decision they will soon become confused. When a person becomes confused they are inclined to just say No!
Everyone decides to agree with an idea for numerous reason’s. If they will only buy something if 5 specific needs are met and they can only process 5 topics at a time, it would be extremely hard to sell to them.
Let me use selling a TV as an example. These are the reason’s I would buy a TV:
If a sales person is trying to sell to my conscious mind and they talk about the:
Am I going to buy this TV? Nope! So, you have to sell to the unconscious with the Yes Set!
The Unconscious Mind
People use their unconscious mind to make instant decisions. When a deer runs in front of your car, your unconscious keeps you from crashing. How does it do that? Your unconscious makes decisions based on rules and past experiences.
One of the rules that strongly governs the unconscious mind is the consistency principle. This principle states that a person will strive to remain consistent with their past decisions and statements. People that don’t are considered mentally ill! More on the consistency principle can be found here How People Make Decisions.
The Yes Set gets people to agree with you by:
Using The Yes Set to Sell
Using the Yes Set in sales just requires you to get the person to agree to a few simple question’s:
Then you need the client to list the need’s the product or service must provide. Now ask repetitively if there are any other requirement’s.
After you have all of the need’s, get the client to prioritize those need’s. Which is most important? Which is second most important? Which is least?
To use the TV sale as an example, the sales man would then sell me by stating:
If you get all the need’s qualified and the customer answers affirmatively that this product meets those need’s they will buy.
Question’s Guaranteed to Get a Positive Response
Some people have trouble thinking of question’s to ask that will get a positive response. Here are a few more that won’t fail you:
Start asking them question’s that are softened. You can easily do this by attaching the words:
It’s hard to disagree with these word’s. They also will help the person to start imagining the good qualities about your product.
Establish a Yes Set without Questions
Some people have a problem getting people to agree with them, or they don’t know what question’s to ask. When you ask a question, do you notice how your tonality goes up at the end of the question?
If you use that upward tonality with any statement, the mind will see it as a question. When this tonality use is combined with a yes head shake you can guarantee a positive response. Just be careful to not look like a bobble head!
What if You Get a NO?
Many people freeze up if their Yes Set is broken with a no response. Don’t worry about it. All you need to do is jump back to a previous statement the customer agreed with.
If you get a no, that means you are just moving to fast to close the customer. You now know you need to move slower toward the close. Think of all customer interactions as feed back instead of an argument.
The Yes Set and Dating
This can also be applied to dating. Most men get so obsessed with getting a kiss they don’t move slowly toward it. You can slowly build physical interaction’s as well:
Force Someone into Trance
Some people won’t allow you to easily get them into a yes set. They will constantly be hitting you with question’s and interrupting you. One way to get them out of this mode, is to hit them with some Indirect Hypnosis.
One of the easiest ways to throw someone into trance is to make a statement that is hard to process. You can do this by:
Using homonym’s – word’s that sound alike, in the same sentence i.e.:
Using Double Negatives also force people into trance. It’s best to use a double negative as you are looking or walking away from someone. i.e.. “Don’t not think about…”
Using overly complicated references can also throw someone into trance. i.e.. “My aunt told me his friend knows it’s time to relax when she sits in front of the tv.”
These are more complicated technique’s and if you have any question’s leave them below.
That’s All Folk’s
I hope you enjoyed learning more about the Yes Set. It is an extremely effective way to persuade people and it dramatically improves communication overall.
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