The Conversion Code, 2nd Edition

Chapter 29How to Start Closing Using the Five Yeses

Once you uncover any possible objections (or lack thereof), you start your pitch with the Five Yeses.

THE FIVE YES TECHNIQUE

Here are the Five Yeses:

1. Earlier you said x when I asked you y. Is that true?
2. Earlier you said x when I asked you y. Is that true?
3. Earlier you said x when I asked you y. Is that true?
4. Earlier you said x when I asked you y. Is that true?
5. Finally, earlier you said x when I asked you y. Is that true?

I am certainly oversimplifying this for effect, but not by much. You literally read them back five of the digging deep questions plus get them to verify you wrote down their answers correctly.

This is why digging deep is so important and why I told you to write down what they said earlier. We are placing their answers to those digging deep questions into our Five Yeses script.

Here is an example of a loan officer using the Five Yes Technique:

1. Earlier you told me your current loan amount is $530,000. Yes?
2. Earlier you said your current interest rate is 5%. Yes?
3. You said you're tired of paying so much each month to interest and so little to principal. Correct?
4. You said if I could save you at least $200 per month, you would move forward today. Right?
5. Finally, you said your actual goal is not so much to lower your payment as it was to start putting more money away for your kids' college fund. Is that how you plan to use the savings if the loan is approved?

OR from our previous example about the deck:

1. You ...