Do you ask questions that turn into dead ends?
“How are you feeling?”
“How are you?”
Questions like these often turn into conversation cul-de-sacs.
The other person says “good,” and now you’re at a dead end.
Instead, put a label on it.
According to former hostage FBI negotiator Christopher Voss, a label describes the underlying emotion the other person is feeling based on their words, actions, or demeanor.
Labels get people talking because they make people feel heard.
Original
“What’s your sign?”
Revision
“By the way that you talk, It sounds like you’re a Taurus.”
Original
“Were you close with your dad?”
Revision
“Seems like you were close with your dad.”
Original
“How are you feeling?”
Revision
“It seems like something’s bothering you.”
Original
“Did you have a bad day?”
Revision
“Sounds like you had a hectic day.”
Sales examples:
Prospect: “Send me a proposal.”
Label: “Sounds like you want to move forward.”
Prospect: “I’ll let you know.”
Label: “Seems like you’re unsure.”
Trust your gut.
If you sense in your gut that your prospect is apprehensive, put a label on it.
Labels are a superpower for getting to more truth so you don’t waste time chasing.
Like getting stronger by consistently working out, labeling muscles get stronger with reps.
Practice labeling in your personal life to get your reps in.