Several years ago, I read an article by a sales expert who suggested that salespeople could close more deals by using the "Yes, no, yes, yes, yes" approach.

This strategy suggested that salespeople ask their prospects a series of questions that will be answered with "Yes, no, yes, yes, yes." He said that it was important that a prospect say "no" early in the sales process, because everyone who is tasked with a buying decision feels compelled to say no at least once.

The last question would be a closing question. Because the prospect would be used to saying yes by then, he or she would automatically say yes when asked to make a buying decision. I cringed when I heard this because I thought it was a load of crap.

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