Getting To Yes

Seth Godin has a great post
on how people accustomed to saying no
will continue to say no.

The opposite is also true.
People accustomed to saying yes
will continue to say yes.

A common sales “trick”
is to start the prospect off
with easy yes answers.

Have you thought about getting a new car?
Yes (or else what are they doing on the lot?)
Do you have some models in mind?
Yes (again, they are on your lot).

Those types of questions.
Working, of course, up to the big yes,
the yes to your sale.