Stop Asking, "Does That Make Sense?"

You can always tell a good sales rep with emotional intelligence by whether they ask this one question in the middle of a conversation: “Am I making sense?”
 
This is a question asked by people who beat around the bush. People who are afraid. This is not the question of a top sales rep. 
 
Instead, be strong. Read the room. Look for the obvious signs, such as: 
 
👉 Blank stares
👉 Open resistance to you and your content/negativity
👉 Confusion 
 
If you don’t see this, carry on and assume they are understanding. If not, stop your presentation, look them in the eye and say, “I’m sensing some confusion here. Can you tell me if I have misunderstood something?” Give them the space to process the information, and then respond. 
 
This is where uncomfortable silence will be your best friend. It will be tempting to fill that silence with an explanation of why you’re concerned, but DON’T. Let them respond. During the silence, you can be reading their body language so you can figure out your next move, and you’ll look stronger. Stop beating around the bush and get things out in the open. If you have to keep asking if you’re making sense, you’re either insecure, or things have gone wrong.

What do you think? Share with me in the comments!

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