A Nicer Way To Ask
How often do people ask you this question, “Does that make sense?”
How often do you ask people, “Does that make sense?”
I admit this comes out of my mouth way more often than I would like.
You might be wondering why I would suggest another way to phrase this question.
This question, in a way, puts the responsibility on the client to “make sense of what you’re saying.” When building rapport and long term client relationships, it’s not the responsibility of my client to make sense of what I’m saying. It’s on me to make sure I’m delivering information in a way that is easy and clear for the client to understand.
Believe it or not, some people actually feel uncomfortable admitting they don’t understand something. They don’t want you to think less of them so they will just go along and pretend they get it.
When this happens, you run the risk of convincing prospective clients they should either wait to buy or find someone else to buy from. (I know you don’t want either of these to happen!)
Now, of course, it’s important to check-in with clients to see what questions they have and if anything needs to be clarified for them.
Here is a short (less than 2 1/2 min.) video with this week’s Savvy Sales Tip suggestions on questions to ask instead of asking, “Does that make sense?”
What questions come to mind as a result of you watching this tip? I love to hear from you, so please feel free to reach out with questions or feedback.