Micro-Commitments: The Small Yeses That Lead to the Big One
Too many reps treat closing like asking someone to marry them on the first date. Big, dramatic, awkward. And usually… a hard no.
The pros know better. They don’t go for the “big yes” right away. They collect little ones: tiny moments of agreement that build so much momentum the buyer eventually thinks, “We’re already this far, why stop now?”
It’s not magic. It’s just micro-commitments.
These don’t need to be slick or sneaky. They’re the everyday nudges that keep a deal alive.
“Does that problem sound familiar?” “Want the 30-second version?” “Should we lock in Tuesday at 10:40?”
Nobody feels pressured by those questions. They feel easy. Normal. Even friendly. And each one makes the final yes feel like the obvious next step.
In PRECISE, this is how you sell.
You script those tiny nudges in advance. You’re not bulldozing your way to the close; you’re stacking momentum one yes at a time.
And the best part? Buyers never feel “sold.” They feel like they’re walking themselves right into the solution.
The reps who master micro-commitments look confident. Curious. Even fun to deal with. Meanwhile, the “go for the close” crowd comes off like bad first dates.
Which side would you rather be on?
Stop swinging for home runs on the first pitch. Stack easy yeses, keep momentum rolling, and watch the big yes land without the drama. Closing gets a lot easier when it doesn’t feel like closing at all.
About Brian Sullivan
Brian Sullivan, CSP, is the author of 20 Days to the Top and a leading voice in sales training and development. He helps sales teams perfect their prospecting and performance with PRECISE Selling. Visit www.preciseselling.com to learn more.
Yep. The big yes is just the byproduct of ten smaller ones that built belief along the way. Push too soon and you break the flow; guide it right and the close takes care of itself.
Agree!!!
Well said Brian Sullivan, CSP and those small wins uncover the true pain points, identify the right product mix and build more robust connections. Another way to insulate yourself from the competition.