The Yes Ladder
A classic compliance (sales) technique that everyone should know about.
The Swyx Mixtape · Swyx
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Show Notes
The Yes Ladder is a technique for getting people to agree to something they wouldn't agree to if asked outright. You do it by asking a series of questions, all of which a normal person would say "yes" to. The questions increase in scope as you go, and the sheer momentum of saying "yes" after "yes" gets you to say the final "yes" to the biggest ask at the end.
This exploits a few principles:
- The frog in boiling water effect
- Cialdini's Consistency principle
- Priming, aka Pre-suasion
Cold open is from Yes Prime Minister