Have you ever heard of the sales tactic that involves getting your prospect to say “yes” multiple times in a row by asking questions? Have you ever tried it? Did you find that it was successful at least some of the time? Do you enjoy doing things that you like to do? BOOM - GOT YOU! YOU JUST SAID YES FOUR TIMES IN A ROW. NOW, BUY MY STUFF!If you’ve been in sales for even a short period of time, you’ve probably heard of this technique. It goes by a series of names including: micro-commitments, micro-closes, trial closes, the four walls technique, and probably more. Here’s the deal, it absolutely can be effective but it can also be a slippery slope toward being manipulative.In today’s episode, I share a method from FBI hostage negotiator, Chris Voss, on how to be more persuasive. It’s semi-counterintuitive to what we as salespeople have been taught but I believe that if used properly, it can be far more effective than the traditional technique above. This method will also help you to steer clear of being manipulative while attempting to be persuasive. Enjoy!