What is another traditional method for earning commitment besides the assumptive close?

The continuous yes close is a traditional method for earning commitment that stems from the idea of getting the prospect to agree to a series of statements or questions that ultimately lead them to a final decision in favor of the sale. By having the customer say "yes" multiple times throughout the conversation, the salesperson builds a sense of agreement and alignment with their needs and preferences. Each affirmation reinforces positive feelings about the decision, subtly guiding them towards making a final commitment.

This technique leverages the psychological principle of consistency, where individuals prefer to act in ways that are consistent with their prior commitments or statements. By the time the salesperson reaches the closing point, the prospect is psychologically prepared to agree to the purchase, as they have already expressed their affirmation multiple times.

Understanding this approach is crucial in the context of traditional sales methods as it emphasizes the psychological aspect of decision-making in selling.