Getting them to say yes

You must have read a lot about getting people to say yes before you actually put in the real question. It does work and is important in selling to humans.
Its just about the inertia. When you have just said 3 YES to my 3 questions, you have actually made a short relation with me, my questions and my thoughts. So now when i put in the BIG question you actually find it an obligation to say Yes. It just that your brain believes that by saying NO you are betraying the short relation that we just made. You don't want to carry the burden of being a betrayer so you just say yes, even if half hearted.

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