From the course: Mastering Authentic Influence for Highly Successful Sales

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The double-click question

The double-click question

From the course: Mastering Authentic Influence for Highly Successful Sales

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The double-click question

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- When clients open up and tell you their stories, they tend to use language that's crystal clear to them but not always clear to you. This is natural. Everyone does it. They're not intending to be vague. They're telling a story, and they'll use catch phrases like, "Oh, we had such a good time," or, "We went to lots of places." Notice those phrases "such a good time" and "lots of places" are crystal clear to them but not necessarily to you. These adjectives, adverbs, and connotative phrases mean a great deal to the client, but aren't necessarily giving you the detail you need. And remember the danger that if the client doesn't describe, in detail, what something means to them, the tendency is for us to default to our own value system or fill in the blanks for them. And if we do that when we're listening to their story, there's a good chance we're going to take back details that actually are not part of their profile. It's…

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