Today I want to give you more training clients without you having to spend a single extra penny or work a single extra second.
Does that sound good?
Great, here’s how I’m going to do it:
I’m going to show you a little trick that you can include in every sales presentation from now on.
Like it said, it’s a trick that requires no extra money and no extra effort on your part.
It’s called the Yes Principle.
The Yes Principle works like this: any time you’re trying to sell someone on something, you’re working towards a big fat YES when you go in for the close, right? And if you want to get that YES, you need to warm up your prospect ahead of time.
And the way you warm up your prospect is by leaving a trail of mini yeses leading up to the big YES… almost like a trail of bread crumbs.
The reason why the Yes Principle works is because the human mind is mostly driven by patterns, so if you get your prospect into a pattern of saying “yes” they’ll naturally want to say “yes” to your final question – the close.
And to help you put the Yes Principle to work I’m going to show you 5 simple questions you can work into your sales presentation to put your prospect into the “yes” pattern.
Question #1 – The weather sure is _______ today, isn’t it?
The key to making this question work is to fill in the blank with something very literal with no judgment attached to it.
For example, if it’s raining outside you say “wet” or “rainy.” If it’s dry, you say “dry.” You just need something that’s so bland and obvious that your prospect will just say “yes” as a reflex.
What you want to avoid doing is asking if the weather is “good” or “bad.” Those are both value judgments, and they’ll force your prospect to stop and think through their answer.
Remember, the point of all these questions is to make “yes” a reflex.
Small talk about the weather is a terrible cliché… which means that people don’t really stop to think it through. It’s conversational auto-pilot.
And that means it’s a great opportunity to sneak in your first “yes.”
Question #2 – Can I get you to fill out this ParQ form?
Again, this question seems so painfully obvious when you look at it up close. What kind of person would bother to set up a consultation and then refuse to fill out the paperwork? Why is this even a question?
It’s a question because you can get an automatic “yes” out of it.
And every yes counts here, so no need to be shy!
This leads me into the next question…
Question #3 – Can I have you use this body fat monitor?
If you’ve been studying my sales system already, you know that I’m a big proponent of body fat monitors and I think they should be included in any sales presentation.
So I’ll assume you’re already using one in yours… and once again, this is something that your prospect will just see as a formality and automatically say “yes” to.
I should explain here that part of the secret to the Yes Principle is that the mini yeses you set up along the way don’t need to have ANYTHING to do with the ultimate question.
So keep an eye out for other little formality moments like this that you can turn into automatic yes questions. Heck, I probably could’ve filled this entire post just with questions like that!
Question #4 – Does that sound good?
This one is possibly the most powerful on the entire list… partially because it takes advantage of a verbal tic that most of us already have.
When you’re trying to sell something, or heck, when you’re just with your buddies deciding on where to get lunch, do you ever catch yourself saying “How does that sound” a whole bunch?
This is just a harmless little tic that most of us slip into automatically when we go into persuasion mode… and the only problem with it is that it’s too open-ended. It forces people to stop and actually consider their answer.
However, if you rephrase it as “Does that sound good?” You’re much more likely to get an automatic yes, especially if you use it when your prospect is already excited about something.
For example, if they’re really excited about only doing three 30 minute workouts a week, you ask them:
“Does that sound good?”
See how that works?
Question #5 – Can I give you a quick tip?
If you’re already familiar with my sales process then you already know that I like to pepper in little bits of advice and life hacks into my sales presentations.
And these little tips are also a great chance to snag some extra yeses.
Again, who would say no to this question? Everyone likes a good piece of advice, especially from a trusted authority.
So there’s five questions you can use to activate the Yes Principle and increase your sales. And remember, this isn’t even an exhaustive list – if you sit and think about it, you can probably come up with a dozen more questions like these.
Committed to your success,