12 April 2026
Most people think this.
Everybody knows this.
Everybody says this.
There is an old saying.
It makes sense.
When we place these words before our facts, prospects are far more likely to trust what follows.
For example
- “Most people want to feel confident they are making the right decision before moving ahead.”
- “Everybody knows that markets rise and fall over time.”
- “There is an old saying that timing the market is harder than time in the market.”
So what words help us ease tension after an objection?
As we know, we must start with agreement. If we disagree, it is over.
We may still be talking, but no one will be listening.
Try opening with phrases like:
- “I see where you are coming from.”
- “That makes sense.”
- "That’s okay.”
- “Of course.”
For example
- “I see where you are coming from, and many people feel exactly the same at this stage.”
- “That makes sense. You want to be sure this is right for you before deciding.”
- “Of course. Taking time to think things through is sensible.”
These simple starter words help relax prospects and create open minds for our message.
Humour
I said, “That makes sense,” and suddenly everyone thought I was sensible.
I agreed with my client so much they asked if I was agreeing or just agreeable.
I tried arguing once, but it did not make a good point.
I listened carefully and was accused of being “understanding”.
I paused before replying — apparently that was a sign of wisdom.
Until the next time, if you have friends who would like to get these newsletters, please send this link:
http://www.berniedesouza.com/coaching/professionals.aspx
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