In other words, after you make a powerful statement, you want to lock it down by asking the prospect a simple yes-or-no question, such as: “You follow me so far?” or “Make sense?” or “Are you with me?” By doing this, not only do you keep the prospect engaged in the conversation but you also get them into the habit of saying yes, which creates consistency. In addition, these little stopping-off points serve as periodic rapport checks. For example, if you say to your prospect “Make sense so far?” and they reply “Yes,” then you’re in rapport; however, if they reply, “No,” then you’re out of
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