This has been proven to be one of the things that helps grease the slide for a prospect to become a customer. One of the key things a salesperson does is to get the prospect to get accustom to a "series of yesses." Even the smallest yes, such as
The thinking being that since the final sale will require one big yes, building up a series of small yesses gets the prospect in the habit (albeit subconsciously) of agreeing with the salesperson.
Salesperson: "Nice weather today, isn't it?" Betty, unsuspecting: "Ah, yes..."
The thinking being that since the final sale will require one big yes, building up a series of small yesses gets the prospect in the habit (albeit subconsciously) of agreeing with the salesperson.