Yes

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Identification

Many popular marketing authors insist that getting a party to say yes three or more times and then closing is powerful. Three yesses, then a close gets us into a positive mind and builds psychological momentum.

Example

An example of the dialog: “Do you like the price?” “Yes.” “Do you like the delivery?” “Yes.” “Do you like the color?” “Yes.” “Then we have a deal?”

Solution

If you sense this tactic occurring, go negative, voice concern, give an ambiguous response, or ask an open-ended question. Emphasize aspects of the deal you did not get.

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