Warning : if the yes-set is too crude, visible, and the client feels manipulated, then it will have the opposite effect. The customer will automatically activate his cognitive reactance bias, because he does not want to be deprived of his freedom, and will refuse your commercial proposal.
Example
Seller: Today,
Prospect: the problem is that we do Belize Email List not have enough leads to feed our salespeople and achieve the objectives set by management.
Seller: ok, I see. So if I understand correctly, today, you do not have enough leads, and that is why you cannot achieve the objectives set by your hierarchy, is that correct?
Prospect: Yes
Seller: and you would like to work with us today so that we can resolve this problem quickly?
Prospect: Yes
Seller: As I told you beforehand, today we implemented our solution at [company 1], [company 2] and [company 3] and they went from 1500 leads per month to 3215 per month. month. Would you be interested in similar results?