Have you ever been working out a problem with someone…
- a boss
- a friend
- a spouse
and they essentially announce, “Got it”
They then check out of the conversation even though you’re still talking?
It happens all the time in everyday life.
It happens in sales & consulting, too.
A salesperson thinks they’ve understood the prospect and starts thinking solutions and dollar signs.
Meanwhile, the prospect is feeling:
- slighted
- misunderstood
- not validated
What do you think the prospect will do next?