Small Yeses, Big Wins: The Psychology Behind Low-Risk Commitments

Jun 07, 2025

Every salesperson wants the big “yes.” The contract. The signature. The deal.

But what most overlook is the quiet power of the small yes - the low-risk commitment that signals real interest before money ever changes hands.

In Conversations Made Easy, Chris Jennings explains that great sales leaders don’t force big decisions. They guide prospects through a series of easy, intentional agreements that build trust, clarity, and momentum.

Let’s break down the psychology of small yeses - and how to use them to win bigger, faster.

 

The Science Behind Small Yeses

Behavioral psychologists call it “commitment consistency.” Once someone says yes to something small, they’re far more likely to say yes again - especially if the next ask feels aligned with the first.

In sales, that might look like:

  • Agreeing to a follow-up meeting

  • Inviting another stakeholder into the conversation

  • Sharing current vendor costs for comparison

Each small yes is a step deeper into the relationship. And with each step, resistance drops.

Chris teaches: “If you can lead someone to one yes, you can lead them to many.” 

 

Why Small Commitments Matter More Than Enthusiastic Words

Prospects often sound excited. But excitement isn’t commitment.

What matters is action.

Here’s how to test if the excitement is real:

“Would it make sense to book 15 minutes next week to review your priorities with the team?”
“Could you share a few examples of the current process so we can tailor our plan?”
“Should we bring your ops manager into the next call to keep this moving?”

When they say yes, they’ve invested. Even a little. And that’s the shift that moves you from vendor to partner.

 

What a Low-Risk Commitment Looks Like

Not all commitments are created equal. The best early ones are:

  • Low Time Investment – A 10–15 minute follow-up is easier to agree to than a 90-minute strategy session.

  • Non-Financial – You’re not asking them to buy, just to engage.

  • Mutually Beneficial – It helps them clarify, plan, or prepare, not just benefit you.

Examples:

  • “Can I send over a one-pager and get your quick take?”

  • “Would it help if I mapped this out visually for your leadership team?”

  • “Is it okay if I loop in a client who had the same challenge?”

These aren’t tricks. They’re trust builders.

 

Build the Yes Ladder

Think of your sales process as a ladder:

  1. Micro-yes – “I’m open to learning more.”

  2. Mini-yes – “Let’s schedule time.”

  3. Mid-level yes – “I’ll introduce you to another decision-maker.”

  4. Major yes – “Let’s move forward.”

Each rung matters. Skip too many and the ladder breaks.

In Conversations Made Easy, we don’t teach pressure—we teach progression. Leading is about sequencing the right asks, not pushing too hard too fast.

 

The Bottom Line

If you’re struggling to close deals, don’t focus on bigger asks. Focus on better ones.

The salesperson who earns small yeses earns big trust - and big wins.

Want to learn exactly how to craft low-risk commitments that move deals forward?

Enroll in Conversations Made Easy now 

Inside, you’ll get:

  • Real-world scripts for securing micro-commitments

  • A proven structure for moving from dialogue to decision

  • Tools to build trust without feeling salesy or scripted

The best sales conversations don’t pressure. They progress.

We’ll show you how.