The Yes Ladder: How to Get Your Prospect to Keep Saying Yes.

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In today’s Follow Up:

• Make people say yes 🧠 

• Responding to “I need to think about it” 🗣️ 

• Action plan when you’re getting 0 sales 👀 

• Sales jobs, LinkedIn & a meme 😂

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Get Your Prospect to Keep Saying Yes.

Humans are creatures of commitment and consistency.

So when we agree to one thing, it’s easier to get us to agree to the next.

The "Yes Ladder" is a psychological technique that gets prospects to start saying yes to small things, making them more likely to say yes to bigger things later.

It's like training your prospect's brain to agree with you.

If you've ever found yourself nodding along to a persuasive speaker, you've experienced the power of the "Yes Ladder" firsthand.

You hear the first question, and it's so easy to agree with... And before you know it, you're saying yes to everything that follows.

It's an immediate rapport builder, even for the skeptics.

When you construct a "Yes Ladder," you create a path of least resistance to your sales goal.

So today, we've got 4 key aspects of the "Yes Ladder" you can start using today:

Why It Works…

The "Yes Ladder" isn't just some sales magic - it's rooted in psychology.

• Cognitive consistency: People like their thoughts and actions to align. Once they start saying yes, they're more likely to keep saying yes.

• Momentum building: Each "yes" creates positive momentum, making the next "yes" easier.

• Trust establishment: Agreeing on small things builds trust, making bigger agreements feel more natural.

Remember, you're not tricking anyone. You're simply aligning your prospect's mindset with your offering.

What It Looks Like….

Here's a quick example of a "Yes Ladder" in action:

Each "yes" builds on the last, leading to the big yes at the end.

Start with the End in Mind

To build an effective ladder, you’ll need to work backward from your big ask.

1. Start with your end goal (Scheduling a demo, in-person meeting, agreeing to a trial, or making the purchase)

2. Break it down into smaller, more agreeable steps. (Agree there’s a problem → agree they need to fix it → agree to a next call.)

3. Start with the easiest "yes" you can think of. (Agree to send over more info, free trial, etc.)

Remember, your ladder should feel like a natural progression, not a steep climb.

Don't Forget to Follow Up

Just like every other sales trick or method, the yes ladder is supercharged by the follow up (pun intended).

Once you’ve got a prospect to say yes once, you can use follow up to get the next yes.

• Remind them of the first yes: They agreed your product is interesting, they have a problem that needs to be solved, etc.

• Continue the pattern: Keep using small yeses in your follow-ups to maintain momentum.

• Be prepared for a no: Just know, you will hit a no. This is sales after all…. So when it happens, take a step back and rebuild your ladder from another yes.

Happy ladder building out there. 🫡 

Sales Around The Web 🗞️

🏃 Your 6-step action plan when you're getting zero sales, according to HubSpot's former sales director.

🏈 This Detroit Lions rookie went from brick salesman to a game-winning NFL kicker.

🗣️ Top sellers say the 3 most important things for sales teams right now are using tech to automate sales, finding the right sellers for your customers, and turning your entire workforce into salespeople.

👀 A CEO went viral for saying he puts every company who cold calls him on his ‘do-not-buy’ list.

Checking In On LinkedIn

Thank you notes are out…, and ransom notes are in...? 🤣

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