That Yes Ladder
Kevin Redmond
I help Founders make money from their podcasts (it’s not by selling ads…)
In his bestselling 'How To Win Friends and Influence People' Dale Carnegie believes that you should avoid the person saying no at all costs. Once someone says no it takes much more convincing to get them to say yes.
Transforming a negative to an affirmative is a hard task.
Instead you should try to get people to say yes as early on in the conversation as possible, the mere act of saying yes makes us feel more biddable. It is sometimes known as the 'Yes Ladder'.
It is as simple as repeating the facts of a situation and getting the person to say yes.
A sales assistant in a hunting store used the “yes, yes” technique to sell a hunting bow to a customer who had rang to rent one.
The sales assistant told the customer they were not renting bows anymore.
He then asked if the customer had rented one before. The customer said yes.
He asked if had cost 25 to 30 dollars to rent it. The customer said yes.
He asked if the customer liked to save money. The customer said yes.
Then after three yes’s the sales assistant asked him if he would like to purchase a bow for 35 dollars, 5 dollars more than the price of renting one. The customer said yes.
This is useful information but you will most likely have forgotten it in the next 24 hours. How could you retain this information? By encoding it in your memory like this.
Your memory likes images and repetition.
1. Encode key information as an image
2. Position the image somewhere familiar
3. Revisit the image
Key information: Get people to say yes as often as possible to convince them to buy.
1. Encode as an image: A ladder leaning against a wall, as you start to climb you realise there is a built-in gimmick....every rung of the ladder bleats an annoying 'YES' when you step on it.
2. Position: Imagine this ridiculous ladder outside the front of your home.
3. Set a reminder: For 24 hrs and put 'Ladder' in the reminder description. See what happens in 24 hrs time.
At UseBecause we turn bestselling books like How to Win Friends and Influence People into digital courses and we make sure you remember what you learn. Get more info about what we do and how we do it on our website HERE