After addressing a prospect's concern, don't assume you've solved it. Explicitly ask if your explanation was sufficient by asking, "Was that enough to satisfy your concern?" This simple check ensures the issue is truly resolved and prevents it from resurfacing later to kill your deal. Most reps answer and move on, which is a critical mistake.

When entering a new domain, don't feign expertise. Build trust faster by openly admitting "I don't know" and explicitly leaning on stakeholders for their subject matter knowledge. This positions you as a partner who values their expertise, rather than an outsider imposing solutions.

Before giving feedback or answering a complex question, ask a clarifying question. This isn't just for the other person's benefit; it's a strategic tool to help you target your own response, ensuring it's relevant and concise.

Paraphrasing is more than just a tool for checking comprehension. Citing research from Harvard's Alison Wood Brooks, the speaker notes it also deepens your connection with the other person. The act of listening in order to paraphrase also forces you to focus more intently on the core message.

Top salespeople aren't afraid to pause a prospect to ask for clarification. While many fear this appears rude or unintelligent, it actually demonstrates deep engagement and the confidence to control the conversation. This micro-skill prevents fatal misunderstandings and ensures alignment before moving forward.

The key to building deep connection isn't getting someone to say 'you're right,' but 'that's right.' The latter confirms they feel fully seen and heard, creating a neurobiological connection essential for trust, a technique applicable from hostage situations to management.

Fixating on closing a deal triggers negativity bias and creates a sense of desperation that prospects can detect. To counteract this, salespeople should shift their primary objective from 'How do I close this?' to 'How do I help this person?'. This simple reframe leads to better questions, stronger rapport, and more natural closes.

True connection requires humility. Instead of trying to imagine another's viewpoint ("perspective taking"), a more effective approach is to actively seek it out through questions and tentative statements ("perspective getting"). This avoids misreads and shows genuine interest.

To sell effectively, avoid leading with product features. Instead, ask diagnostic questions to uncover the buyer's specific problems and desired outcomes. Then, frame your solution using their own words, confirming that your product meets the exact needs they just articulated. This transforms a pitch into a collaborative solution.