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2 Questions to Get to the Truth – Oct. 27, 2010

October 27, 2010 by Gloria Keith

THEY DON'T MEAN  THAT… a very funny comedian I heard on Sirius Radio channel "Laugh USA" talked about some of the things our Spouses say to us that they don't really mean. They say one thing and mean something very different! Things like: 

1. "Well, I hope you're happy now!"

2. "I'm not mad."

3. "I'm just fine." (in response to… "are you okay?")

4. "Nothing." (In response to… "what's wrong?") 

The comedian was very good at identifying lines that are used in communication that are totally untrue. Pretty funny stuff… when you think about what the message really is. As we all know, some spousal lines mean exactly the opposite (surprise, surprise). 

Here is your ACTION STEP… sometimes our customers do exactly the same thing. Sometimes they say one thing and mean something totally different. We have to be careful not to take them too literally. There are some examples: 

1. "Call me next month."

2. "We just need time to think it over."

3. "We don't have to move, you know."

4. "We'll let you know."

5. "I think we'll just take a break for now." 

Great Salespeople do not let these lines deter them. When your customer says these sorts of things a red flag should pop up! It's time for you to ask some questions. Two of the best questions to ask to start a more positive dialogue are… "No problem, could you tell me more about that?" or "Just so I understand, what did you have in mind?". Find out what they really mean. As a matter of fact (a little humour here)… maybe you should start asking your spouse those questions too! NO Excuses.

Filed Under: Blog, Sales Training

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