It’s natural. You are talking to someone about all the benefits and advantages of purchasing your product or service and during that conversation, they say YES. The only problem with them saying yes, is that you keep talking, absolutely unaware that they are already sold. I understand; we get excited. We want to make them feel good about what they have just said yes to and ensure them they have not made a mistake. But sometimes, most times, when we keep talking, we are more than likely to talk them out of the sale than to make them feel good about what they just said yes to. So next time, when you hear yes, stop talking and ask them what form of payment they want to use and how soon they can take delivery.