Martin Stellar - Coach & Consultant for ethical sales and business growth

Martin Stellar - Coach & Consultant for ethical sales and business growth

I help nice people sell more

Download a free copy of my ebook, receive a short daily email...

and discover how to sell your work without compromising your values

Interested vs Committed: Don’t Misread the Signals

Human interaction is a game of signals.

Everything we do or say – or indeed, don’t do or say – gives others a signal.

Expert communicators – for instance: negotiators, therapists or coaches – tend to be pretty good at correctly interpreting signals.

That’s the result of years of training, study and practice, but:

Here’s a little tip that can instantly, dramatically, improve your communication skills, by installing ‘doubt-bias’.

Meaning: Whatever you think the other person meant, you doubt the veracity of what you’re thinking.

You call your assessment into question, and by default, ask yourself if you actually got it right, instead of simply believing that what you *think* they are saying, is actually what they *intend* for you to hear.

Because more often than not, we make interpretations and inferences based on confirmation bias, and we misread the message.

But by calling your interpretations into question, you stay open-minded to the message and signal people are *actually* trying to send.

This matters a lot in the context of selling your work.

Because we all live with confirmation bias.

And all too often, that causes us to interpret signals that the other person is *interested*, as a signal that they are *committed*.

Clearly, obviously, those two are not the same.

And if you interpret an interest-signal (the buyer is interested in your solution, in the sales conversation, in how you work your magic) as a commitment-signal, you’ll react in a way that makes them tune out or back off.

They’re signalling “Interesting, tell me more” and your reaction signals “Great, let’s proceed to checkout!”

A fine way to break the sale.

Selling effectively really comes down to nothing more than correctly reading signals, and responding to the signals people intended to give, instead of the ones you think they gave – or, the ones you want them to give.

As long as a buyer stays interested, and you don’t misinterpret that as commitment, the conversation will continue, and they’ll get more and more ready to commit, all by themselves.

That’s how you sell your work ethically, in a way the buyer enjoys, and even thanks you for.


On another note:
I’m building an app that coaches you on working your pipeline, moving your deals forward – and closing them faster and at better rates.
It’s called SalesFlow Coach, and we’re scheduled for beta-release early May 2022.
Register here to be notified when it goes live.

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Results

Martin helped our co-working space get to full occupancy and $25.000 monthly revenue in less than a year.

~ Antonio Herrezuelo,
Avenida Capital

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I help nice people sell more

Sign up for daily ethical selling emails and get a bonus of my free e-book, 10 Rules for Ethical Selling.

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