How to Apply the Just Say Yes Tag-on Prompter
This is Peter Collins with another sales tip for the professional salesperson.
This is a massage about applying the “Just Say Yes,” Tag-on Prompter. Here’s how it works. The seller looks the prospect in the eye, and says, “Are you willing to do this John? Say yes John!” Now notice how the prospect was encourage to “say yes” by name. And the majority of the time they will say yes if you ask them to.
It’s a really great way of getting the prospect pre-conditioned to using the word “Yes,” on an on-going basis throughout the presentation, so that when it comes closer to the point of needing to decide to buy, they should be more prepared to say “Yes,” because of the prompter the salesperson uses.
Many believe that this method of pre-reconditioning throughout the presentation is programming the prospect to buy more. Others suggest that this questioning process is capable of increasing a salesperson’s closing power by possibly as much as 20 or 30%.
How it works is the seller is simply encouraging the prospect to “say yes,” by asking them to “say yes,” as a tag-on prompter. That’s it! But there needs to be caution on the part of the seller not to over use this tag-on prompter, and be selective how often and when and where it is used.
So when do you use it? Primarily whenever the prospect asks a benefit question. At this point the seller should openly ask them to “say yes” in a tag-on prompter. The more this is done, the more likely your prospects are also likely to say “yes”: when a closed question, or closing question, is asked by the seller.
And the more “Yes’es” the seller selectively encourages throughout the presentation, the more likely the seller is to make the sale. However, the seller will have to practice this new behavioral closing style several times before it is mastered.
Let me again repeat how it’s done. Now ask them, “Are you willing to do this John? Say yes John!” And the majority of the time they will say yes, simply because you asked them to say yes.
Copy and distribute this content as often as you want. You are encouraged to share it. © Copyright Peter Collins, Sydney, Australia, 2002, 2007, 2011, 2015, 2017
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This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies of his books over 49 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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