It’s nice to be right about things.
Especially when selling, when you know you’re right: you know that once the other person buys, they’re doing what’s best for them.
You know your stuff, you understand their problem, and yeah, you’re right: buying your thing would be a good choice.
But being right is only as useful, as how right the other person thinks you are.
And very often, we’re satisfied when someone says ‘you’re right’.
But as Chris Voss – a former hostage negotiator – says, ‘you’re right’ is a blow-off. It says ‘I’m done with this conversation. Just stop talking and leave me to do my thing’.
When a buyer says ‘you’re right, it makes sense’, your reaction will determine whether you’ll land a client or not.
If you think it’s confirmation – a proper ‘yes, I’ll buy’ – you’ll miss the opportunity and they probably won’t buy.
Instead, go for ‘that’s right!’.
Because when someone buys, it’s because they trust – they know – that you truly *get* their situation.
That’s the highest level of rapport and resonance, when all someone can say is ‘that’s right!’.
That’s when you’ve completely absorbed, integrated, computed and summarised their situation.
In other words, at that moment you’ve moved into their world, got a perfect workable map, and you’re now showing it to them.
And they go: ‘Holy cow, this guy totally gets me’.
And that’s when they’ll be most likely to make a yes-decision and buy your work.
Don’t fall for ‘you’re right’ – always seek to understand the buyer so well, that they’ll say: