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 know how to correctly interpret signals.
Pro-tip: you can instantly improve your communication skills by installing doubt-bias:
Whatever you think the other person meant: doubt its veracity, and call your assessment into question.
More often than not, we make interpretations and inferences based on confirmation bias, and we misread the message.
Calling your interpretations into question keeps you open-minded and makes the other person feel seen, instead of bypassed.
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.
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.
That’s how you sell your work ethically, in a way the buyer enjoys, and thanks you for.
And how to do that to a masterful degree, is what you can learn here.