Noah Goldstein, writing in the current issue of Robert Cialdini’s Inside Influence Report shows how flow up questions can increase commitment to Yes response,
This research makes it very clear that simply hearing “Yes” from another person is just a starting point, rather than an ending point, for persuasion. To optimize the likelihood that others will follow through with their intentions, consider specifically asking them how they plan to go about accomplishing the goal they’ve promised to pursue. This doesn’t need to be done in a micro-managing or demanding way. Rather, you could ask about the details as they relate to whether or not there are specific aspects of the tasks with which you can help.
Applying this to a Sales Process:
When you get your buyer to plan their implementation with at concrete plan they will be more likely to follow through and get the value they desired.. and your sales will be more likely to stick