Ask "What Would Make This an Easy Yes?"
Practical ways to ask “What would make this an easy yes?”, a powerful question that uncovers the final needs.
Invite them to design the yes. Then deliver it.
10 tips that really help
These ideas come from Secrets of Closing the Sale (Zig Ziglar), The Psychology of Selling (Brian Tracy), The Sandler Rules (David Mattson), and everyday practice. The first six help the most. Pick one and try it today.
Invite them to design the yes
Asking what would make this an easy yes gives them control and tells you exactly what to deliver.
Learn the question.
Wait for the answer
Silence gives them space to think honestly.
Count to five.
Write down their conditions
Noting what they say shows you take it seriously.
Use their words.
Ask is that everything?
Closing the list prevents new conditions appearing later.
Use it.
Respond honestly
Tell them what you can and cannot do.
Prepare in advance.
Follow through quickly
Delivering what they ask for turns the answer into a yes.
Act promptly.
Return and ask again
Once conditions are met, confirm the decision.
Ask kindly.
Track common answers
Patterns reveal how to improve your offer.
Record them.
A magic question
It reveals what stands in the way.
Learn it.
Follow through
Deliver what you promise.
Act.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“What would make this an easy yes?”
“What would need to be true for you to go ahead?”
“(Wait.)”
“Is that everything?”
“Let me see what I can do.”
“Thank you.”
Your first week
One small action a day. Each day is only a little bigger than the last.
Practise the question
Ask it at the right moment
Wait
Write the answers
Respond honestly
Follow through
Review
Further reading
- Secrets of Closing the Sale (Zig Ziglar)
- The Psychology of Selling (Brian Tracy)
- The Sandler Rules (David Mattson)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
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Start freeThese lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.
More lessons in “Close With Confidence”
Keep going. Small steps every day make a big change.
← Previous: Use Gentle Urgency HonestlyNext: Keep the Relationship If They Say No →
- Closing Is Helping Someone Decide
- Why Sellers Fear Asking
- Ask Early, Ask Often
- Silence After the Ask
- Do Not Apologise for Asking
- Believe the Customer Deserves a Decision
- Check Your Own Fear First
- Buying Signals You Must Not Miss
- The Trial Close
- Ask "How Does This Sound So Far?"
- Notice When Questions Turn to Details
- When the Body Says Yes
- What to Do If You Miss the Moment
- Test the Water Before You Ask
- The Assumptive Close, Done Kindly
- The Choice Close: A or B?
- The Summary Close
- The Next-Step Close
- The "Shall We Get Started?" Close
- The Question Close
- Close in One Sentence
- Map the Decision Process
- Win Over Every Person Who Matters
- Keep Momentum Between Meetings
- The Mutual Action Plan
- Handle the Last-Minute Wobble
- Get the Paperwork Done
- Close With a Committee
- Find the Real Reason Behind "Maybe"
- Reassure Without Pressuring
- Offer a Small First Step
- Use Gentle Urgency Honestly
- Ask "What Would Make This an Easy Yes?"
- Keep the Relationship If They Say No
- Say Thank You Properly
- Reinforce Their Decision
- Set Clear Expectations
- Plan a Smooth Start
- Check In Within a Week
- Ask for a Referral at the Right Time
