The Yes Sets principle is a powerful sales technique that involves asking a series of questions designed to elicit “yes” responses from your prospect. This method builds positive momentum and increases the likelihood of agreement to the final proposition. This chapter will explore the Yes Sets principle through practical steps and a narrative example.

Yes Sets are based on the idea that getting prospects to say “yes” repeatedly creates a psychological pattern that makes them more likely to continue saying “yes.” This technique leverages the momentum of agreement to guide prospects towards a positive decision.

Why the Yes Sets Principle Works

Humans tend to seek consistency in their actions and decisions. When a person starts saying “yes,” they are more inclined to maintain this pattern to stay consistent. This principle is rooted in cognitive psychology and the theory of commitment and consistency.