Closing the Sale: Get More ‘Yes’ Responses with Consent Steps!

If there’s one thing I hear repeatedly when working with sales teams, it’s that closing the sale can feel daunting. Many sales professionals feel nervous about asking for the final “yes.”

But here’s the mindset shift you need:

What Are Consent Steps in Sales?

Consent steps are small agreements that move the sales process forward. Instead of viewing the close as a big, intimidating moment, think of it as a natural progression of smaller commitments.

For example, you seek consent when:

✔️ You initially reach out to a prospect and ask for a conversation.
✔️ You schedule a first meeting.
✔️ You request a second meeting to dive deeper into their needs.
✔️ You ask if they’d like a proposal or a quote.
✔️ You check in after providing the proposal to discuss the next steps.

Each of these mini-commitments builds momentum toward the final decision.

Why Seeking Consent Builds Trust

The more small “yeses” you collect, the more engaged your prospect becomes in the process. Seeking consent at each stage does two critical things:

1. It reduces resistance. Instead of pushing for one big decision, you guide prospects through a natural flow of smaller decisions.
2. It fosters trust. Each agreement reassures the prospect that they are in control, making them more likely to share concerns before the final close.

How Providing Value Helps You Gain Consent (& Lead to Closing the Sale)

Consent steps work best when they are paired with value. Every time you seek consent, give your prospect a reason to say “yes.”

Here’s how:

• Before the first meeting → Provide a relevant resource or industry insight to show you understand their business.
• Before the second meeting → Share case studies or testimonials that align with their challenges.
• Before sending a proposal → Offer a customized recommendation based on their needs, demonstrating that you listened.
• Before the final close → Recap how your solution directly solves their problem, making it easier for them to commit.

The Final Close Becomes Easy

Photo by Cytonn Photography on UnsplashBy the time you reach the final (closing the sale) step—asking if they’re ready to move forward—your prospect already feels comfortable. And here’s the best part:

👉 If there’s an issue, they’re more likely to tell you what’s holding them back.
👉 Since you’ve built trust through consent steps, resolving objections becomes much easier.

Key Takeaway: The Act of Closing the Sale Is the Last of a Series of Small Wins

Stop thinking of closing a sale as a single, high-pressure moment. Instead, focus on small consent steps that keep the conversation moving. When you consistently provide value and gain commitment along the way, the final “yes” is simply the next logical step.

Are you incorporating consent steps in your sales process?

© Shawn Casemore 2025. All Rights Reserved.