Part 7/9:
When closing a sale or persuasion, it is vital to recognize that emotional responses often drive human behavior more than logic. Thus, developing an understanding of emotional psychology is paramount. This understanding can be leveraged to drive momentum, as gaining even small agreements throughout the conversation sets a psychological precedent for larger commitments.
Asking continuous "yes" questions leads to a psychological phenomenon known as the "yes momentum," where individuals are more likely to agree to a larger commitment after saying yes to smaller confirmations. Building this momentum through consistent rapport and acknowledging their needs creates a favorable environment for closing the sale.