Greg Talks About Clarifying-on-Purpose

This area - clarifying...is actually a strategy I call Clarifying-On-Purpose... Which means we must develop the skill of clarifying just about everything we hear, EVEN when (ESPECIALLY when really) you think you understand what the other person is saying. Because in most cases, we have no idea what meaning people put to certain words.

This is REALLY true in sales where we're engaged with a ninja, deceptive black-belt, known as a typical buyer.

It's very important to clarify words and phrases like, "Interested", "Happy", "For the most part", "On the fence", "Likely", "Probably"...

And the move is super simple...you just say, "By interested you mean.." "Talk more about on the fence"..."When you say likely what does that mean exactly"...

Do you realize the advantage you have when you simply clarify what the other person means? This is how you control conversations, get beneath the surface, and subtly persuade people to take action.

The challenge in teaching this is because it goes SO against our normal instinct to "look smarter" by getting everything quickly..in sales the exact opposite is true.

Watch an old Columbo episode youngsters and you'll see a master class...