The Yes Ladder

The Yes Ladder is a sales technique that guides a customer through a series of small, agreeable questions, each prompting a “yes,” to build momentum toward a positive decision. By obtaining initial agreements on simple points, the salesperson creates a pattern of positive engagement, making it more natural for the customer to accept the final, more significant proposal. This method fosters trust and reduces resistance, as the customer feels comfortable and involved throughout the conversation. Ultimately, it increases the likelihood of closing the sale by gradually aligning the customer’s mindset with the desired outcome.