When You Didn’t Like The Answer You Got

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This tactic works incredibly well for three reasons:

It’s easy: no special skill or finesse is required to execute it.
It’s empathetic: you’re demonstrating a strong sense of self-awareness to your customer in ensuring your question and the reason behind it are clear and well-received
It’s backed by science: as I’ve talked about in the past, the word “because” has magic properties when it comes to the science of persuasion. In short, it creates certainty in the mind of your customer as to the origin of the question and the intended use of the response. This sense of comfort makes it more likely that they’ll respond truthfully and accurately.
Here are three of the most popular ways to use this tactic.

1. While Asking a Discovery Question
This is the classical and most common way to use this tactic. As soon south korea telegram data as the contentious question leaves your lips (almost in the same breath), follow it up with your reason. For example, “I was wondering, did you have a budget in mind for this project? The reason I ask is because…

…many of my clients don’t have budgets set aside for this type of thing and if you don’t that’s ok! Helping customers find or create budgets within their organizations is something we can help with.”

…oftentimes, customers tend to over or underestimate the amount of money they need for this type of solution, so I’m just curious to get a sense of what you were thinking.”

…based on the timeline you’ve laid out for wanting to have a solution in place, it would be helpful to have money already set aside.”



Want to hear how this version of the tactic sounds in real life? Check out this video: