What is this called...

Don Schenk · 08-15-2012, 07:32 AM

I know it has a name, but I just can't bring forward from my brain.

I am talking about the concept of having a prospect say, "Yes" to a series of statements before going for the close.

It can be done in-person as in a selling situation, or can be written into a sales letter.

Each statement gets into the conversation already going on in a prospect's head.

What's it called?

I thought I wrote it down, and kept it in a Word doc or txt file. Can't find that either. Moooore caffeine!

Thanks,

:-Don

Joel Young · 08-15-2012, 07:41 AM

Not sure if this is what you're looking for, but what comes to my mind is closed-ended questions.

Andrew Gould · 08-15-2012, 08:47 AM

A "yes ladder".

copyassassin · 08-15-2012, 11:33 AM

this also goes by: "trial closes":
http://www.bachmanco.com/pretz/PDF/T...0Questions.pdf

by "microcommittment":
Using Microcommitments to Increase Profits | GlennLivingston.com

both are slightly different in terms of the "hows", but they accomplish the same thing.

videolover7 · 08-15-2012, 11:35 AM

It also goes by the name "yes momentum".

VL

Sean Fry · 08-15-2012, 11:59 PM

Also a form of commitment and consistency.

Joel Young · 08-16-2012, 04:49 AM

Why is it not good?

RyanTH · 08-16-2012, 06:18 AM

Yes-set close?

JasonParker · 08-16-2012, 09:01 AM

It doesn't have a name as far as I know, but it's on page 70 of this book I'm reading called Unlimited Selling Power.

NickN · 09-11-2012, 12:39 PM

This might be a dumb question, but is there such a thing as a "no ladder"?

I ask because I'm writing a sales letter, and I'm working on problem agitation. Just wondering if it would be effective to get the reader to say "no" to a series of questions, so it brings the pain of their problem to the forefront.

Thanks.

-Nick

Steve The Copywriter · 09-11-2012, 12:50 PM

Nick,

Yes, it works well on "you don't want all these problems do you?" No! No! No!

Just flip the "yes ladder" to a "no ladder."

Steve

NickN · 09-11-2012, 12:58 PM

Thanks, Steve.

magicsubmittertutorials · 09-11-2012, 05:55 PM

In our sales and marketing face to face we use the traffic light system.

If you get a:

red light - Stop and get out of there
orange light - client needs more info
green light - Go ahead.

In our pitches we wait for a green light before moving on to the next part.

Its easy to rush through something without making sure the customer is fully with you on the journey.

08-15-2012, 07:32 AM	#1
Don Schenk Senior Warrior Member War Room Member Join Date: Sep 2007 Location: Cincinnati, OH and beautiful Park City, UT Posts: 1,955 Thanks: 1,238 Thanked 789 Times in 494 Posts	What is this called... I know it has a name, but I just can't bring forward from my brain. I am talking about the concept of having a prospect say, "Yes" to a series of statements before going for the close. It can be done in-person as in a selling situation, or can be written into a sales letter. Each statement gets into the conversation already going on in a prospect's head. What's it called? I thought I wrote it down, and kept it in a Word doc or txt file. Can't find that either. Moooore caffeine! Thanks, :-Don
	Total Competition Stomper - Simply the most powerful tactic your IM or Offline business will ever use... See it here!

08-15-2012, 07:41 AM	#2
Joel Young HyperActive Warrior War Room Member Join Date: Aug 2012 Location: Nova Scotia, Canada Posts: 159 Thanks: 96 Thanked 66 Times in 33 Posts Social Networking Contact Info	Re: What is this called... Not sure if this is what you're looking for, but what comes to my mind is closed-ended questions.
	- Make Today Make A Difference -

08-15-2012, 08:47 AM	#3
Andrew Gould Conversion Consultant War Room Member Join Date: Oct 2009 Location: Leicestershire, UK Posts: 716 Thanks: 705 Thanked 578 Times in 356 Posts Contact Info	Re: What is this called... A "yes ladder".
	Andrew Gould

08-15-2012, 11:33 AM	#4
copyassassin Double Espresso, please War Room Member Join Date: Jan 2010 Location: Monrovia CA Posts: 445 Blog Entries: 2 Thanks: 140 Thanked 609 Times in 173 Posts Social Networking	Re: What is this called... this also goes by: "trial closes": http://www.bachmanco.com/pretz/PDF/T...0Questions.pdf by "microcommittment": Using Microcommitments to Increase Profits \| GlennLivingston.com both are slightly different in terms of the "hows", but they accomplish the same thing.
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08-15-2012, 11:35 AM	#5
videolover7 HyperActive Warrior Join Date: Jan 2012 Posts: 368 Thanks: 25 Thanked 158 Times in 110 Posts	Re: What is this called... It also goes by the name "yes momentum". VL

08-15-2012, 11:59 PM	#6
Sean Fry Silver Tongued Devil Join Date: Jun 2009 Location: Los Angeles Posts: 167 Thanks: 79 Thanked 52 Times in 26 Posts Contact Info	Re: What is this called... Also a form of commitment and consistency.

08-16-2012, 04:49 AM	#7
Joel Young HyperActive Warrior War Room Member Join Date: Aug 2012 Location: Nova Scotia, Canada Posts: 159 Thanks: 96 Thanked 66 Times in 33 Posts Social Networking Contact Info	Re: What is this called... Why is it not good?
	- Make Today Make A Difference -

08-16-2012, 06:18 AM	#8
RyanTH Active Warrior Join Date: Jul 2012 Posts: 45 Thanks: 18 Thanked 10 Times in 8 Posts	Re: What is this called... Yes-set close?
	Living in a van down by the river...

08-16-2012, 09:01 AM	#9
JasonParker Senior Warrior Member War Room Member Join Date: Jun 2007 Location: Tennessee Posts: 4,496 Thanks: 1,187 Thanked 1,491 Times in 604 Posts	Re: What is this called... It doesn't have a name as far as I know, but it's on page 70 of this book I'm reading called Unlimited Selling Power.

09-11-2012, 12:39 PM	#10
NickN Copywriter/Marketer/Lover War Room Member Join Date: May 2011 Location: Grand Blanc, Michigan Posts: 216 Thanks: 177 Thanked 94 Times in 76 Posts Social Networking	Re: What is this called... This might be a dumb question, but is there such a thing as a "no ladder"? I ask because I'm writing a sales letter, and I'm working on problem agitation. Just wondering if it would be effective to get the reader to say "no" to a series of questions, so it brings the pain of their problem to the forefront. Thanks. -Nick
	"Nick, I built a million-dollar-plus business and sold over $3 million in fitness programs... and honestly, a lot of my stuff wasn't as good as what you just wrote... Talent like yours should be used as much as possible." -Shawn Lebrun Get the copywriter who damn near took 1st in this $10,000 sales-letter contest:http://nicknordstrom.com

09-11-2012, 12:50 PM	#11
Steve The Copywriter Ads That Work War Room Member Join Date: Apr 2009 Location: England UK Posts: 1,502 Thanks: 1,218 Thanked 1,085 Times in 670 Posts	Re: What is this called... Nick, Yes, it works well on "you don't want all these problems do you?" No! No! No! Just flip the "yes ladder" to a "no ladder." Steve
	Ads That Work - They're so irresistible. Your people just have to buy Want Your Advertising To Get A Much Higher Response And Greater Profits? Just PM me. Or read this- http://www.warriorforum.com/warriors...right-now.html

09-11-2012, 12:58 PM	#12
NickN Copywriter/Marketer/Lover War Room Member Join Date: May 2011 Location: Grand Blanc, Michigan Posts: 216 Thanks: 177 Thanked 94 Times in 76 Posts Social Networking	Re: What is this called... Thanks, Steve.
	"Nick, I built a million-dollar-plus business and sold over $3 million in fitness programs... and honestly, a lot of my stuff wasn't as good as what you just wrote... Talent like yours should be used as much as possible." -Shawn Lebrun Get the copywriter who damn near took 1st in this $10,000 sales-letter contest:http://nicknordstrom.com

09-11-2012, 05:55 PM	#13
magicsubmittertutorials Magic Submitter Coach War Room Member Join Date: Sep 2012 Location: Manchester UK Posts: 106 Thanks: 110 Thanked 23 Times in 16 Posts Social Networking Contact Info	Re: What is this called... In our sales and marketing face to face we use the traffic light system. If you get a: red light - Stop and get out of there orange light - client needs more info green light - Go ahead. In our pitches we wait for a green light before moving on to the next part. Its easy to rush through something without making sure the customer is fully with you on the journey.
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