Do NOT Try to Close the Deal If Your Client Says THIS...
Listening for subtle, specific words at critical moments in a client interaction helps gauge how reliable their commitment is to your agreement.
This would be weird, right?!
You’re at a wedding.
The officiant turns to the bride, asking, “Do you, Gertrude, vow to love Sam for all time?”
Gertrude, eyes fixed on Sam, responds “Sure.”
Wait. What?!
“Sure” is not “Yes.”
“Sure” is “Reluctant Yes.”“Sure” says, “I’m kinda with you, but I’m holding onto something that makes my commitment a bit wobbly; somethi…