Six yeses get the person into an agreeable state of mind. They become comfortable saying yes to you. The prospect's yes responses breakthrough negative defenses. Most importantly the prospect is now psychologically in the right mind set to allow themselves to say yes to a purchase decision. Enthusiasm and smiles.
Enthusiasm is contagious.
If you are enthusiastic about your product, you will be more successful. This is crucial in telemarketing. Your voice is your greatest asset in conveying the attributes of your product or service. If you are excited, your prospect will sense that there is something good here. It is your enthusiasm that brings a script to life.