Honest and direct conversations close deals. Bulldozing shuts people down.
Being direct isn’t about volume or force; it’s about clarity with care.
Here are a few ways I’ve had to modify my own conversational style over the years to walk that fine line:
- State the point, then pause.
Say it clearly: “Here’s what I see…” or “If I’m understanding you…” Then stop. Let the words land. You don’t need to fill the space; your silence can give their brain room to catch up. - Use truth with tact.
Softening statements like “You may not like what I’m about to say…” or “This might not be easy to hear…” prepare the other person without putting them on defense. - Watch your tone.
Your words can be bold, but your voice should be inviting, not intimidating. Practice saying things out loud. What sounds clear in your head can come out like a freight train if you’re not paying attention to delivery. - Give space to respond.
Once you’ve been clear, raise your hand (figuratively), and let them jump in. If they don’t, ask: “What do you think?” Then put yourself on mute and listen. Don’t rescue the silence, let them take their turn. - Offer a next step.
Honesty’s only helpful when it leads somewhere. Try: “So here’s what I suggest we do next…” or “How about we handle it this way?” Keep it forward-focused, not finger-pointy.
Directness matters in sales!
Especially with experienced buyers who’ve seen the show before. If your words are sharp and your tone is flat, all people hear is pushback. When you soften the entry into a tough truth, it becomes easier to hear.
That doesn’t mean watering down the message; it means delivering it in a way that shows respect. The goal isn’t to be “nice” it’s to be clear without triggering resistance. When you pair that with space for dialogue, the conversation gets real… and real conversations move deals forward.
I’d recommend, in your next 3 meetings:
- As part of your call plan pick one point that matters.
- Write out a softening statement to use before you deliver it.
- Say it, then pause.
- Ask, “What do you think?”
- Listen. Reflect. Then map out the next step together.
Still working on being bold not bulldozing,
Lynn