Welcome to Influence, Psychology and Persuasion
This is session number 002 of Influence Psychology and Persuasion. In this show, I’ll be explaining a very common sales and influence technique called the Yes Set. This is perhaps one of these principles that people use without even realising that they use it.?rel=0
In fact, it is so effective that children learn this principle very quickly and very easily without, in most cases being told. I give an example in this during the podcast about my daughter, influencing me even after I explained this principle to her.
The Yes Set is something that is very subtle but when you realise the pattern you will begin to notice it in lots of places. Now in all cases, my intention for allowing people to learn these influence techniques is to simply understand them and to use them ethically.
Have I sparked your interest reading this small post? Would you like to know more about the Yes Set? Do you have a smartphone or computer? Then, subscribe to this influence psychology and persuasion podcast channel on iTunes or YouTube, I’m sure you’ll love it.
What’s the Structure of the Yes Set
Here’s the structure, and, it does have some flexibility too which is great news.
A series of questions that elicit a Yes, followed by a real question or request.
Ask a loaded question when you are almost certainly a person will say yes.
“Nice day today ay?” “Yeah… sure is!”
“I’m looking to book a table for my wife and I can you help me?” “Sure can!”
“Her birthday is in 3 weeks, can you get me a table on that Saturday?” “Yep, you’re in luck… we only have one left”
“Perfect and as it’s a really special treat could you put us on the window balcony overlooking the river?”
“Err….. Yes, I’ve done that too.”
Why does the Yes Set Work?
Robert Cialdini has done lots of research in the field of influence and persuasion; they found that the yes it works because of our built-in need to be consistent. “The consistency principle.”
The way we navigate through life’s constant challenges, is we rely on our past experiences and the decisions we made then. This is a fast-track for us to be efficient in our decision-making.
In its basic form. If a decision we once made was good enough to keep us safe and alive today, then it’s probably easiest if we follow that same pattern. Plus, we humans do like to be right. This means by remaining consistent it backs up previous decisions we have made. This consistency lets us know that we are being on purpose and getting things right.
As mentioned in a previous podcast and video, we are pattern creating machines. And allowing our lives to run on autopilot, which is unconsciously is far more comfortable than thinking about every step and decision. Check out the pattern interrupt the page and video for more information about patterns, and why interrupting a pattern, quite the opposite of the Yes Set is so compelling.
Consistency is in everything we do, the way we drive, how we make a cuppa tea, how we get dressed, how we bath, how we choose a job, types of friends we want, hobbies we choose. We are in constant search for the familiar. We like what’s familiar!
Therefore, if you can communicate with a person and have them consistently say yes, that’s far more likely to them to say yes to increasingly challenging requests or questions.
Can you see how this process works? Are you wondering, all the ways you may be able to increase your influencing skills? I bet you can’t wait to use this?
If you like this post, video and podcast, will you share it on social?
No Response Yes Set
The yes set is also effective even if the person you are communicated to isn’t talking. The non-verbal or no response yet set (as I like to call it) is a pacing of a person’s current experience to gain agreements with them internally.
Let me give you an example of a no response yet set
As you sit here watching or listening to the yes, you’re probably wondering all the ways you may be able to implement this, by now it’s clear that this process is quite easy to learn and very useful wouldn’t you agree?
This example is just pacing, leading and mind reading or presuppose a person’s experience at that time and using that as an agreement frame.
Now to complete that, all you need to do is add a request to the end of it. Something like; so when you start to use this in your daily life and realise the benefit, will you subscribe to my YouTube channel and give me a review on iTunes?
This non-verbal variation of the yes it can also be used in writing texts, copywriting or emails
Again, the structure is straightforward. You’re asking questions that are highly likely to be getting an internal yes response by the reader. Does that make sense?
Wouldn’t it be great if you could….?
Do you ever imagine……?
Are you sick and tired of not getting what you want…..?
Don’t you just hate being in the rat race?
The list is almost endless, but think how you can begin to implement this in your copywriting or text. And then as always with the yes set, you complete it by asking a simple question or request. Done correctly, and you’ll be far more likely to achieve compliance or agreement from the person who has listened, read or watched your material.
The Yes Set is potent stuff wouldn’t you agree?
Even if you just have a little takeaway from this post or video would share it with your friends?
There’s one more piece I think is worth mentioning. And this is a summary Yes Set (Again, that’s what I like to call it.)
The structure for this is WE’VE…. AND….. AND….. AND….. SO…?
This type of yes set is delivered at the end of an interaction or close.
WE’VE found the car in Red that you love, AND the monthly payments are right on budget AND we’ve agreed on a part exchange for your old unwanted car, AND head office has said delivery will be within a week, which is great, SO all I now need is a squiggle to say “Yes Mike, Get Me My New Car Next Week As We’ve Discussed.”