A LITTLE MORE HUMAN. RIGHT WHEN IT MATTERS.
When the conversation
goes off script.
Keep your process. Find a useful next move.
Practical questions and ways to respond when the conversation needs something different.
01 Notice what changed02 Check your interpretation03 Adjust to the answer
SALES / CONVERSATION SUPPORT
POSSIBILITIES TO EXPLORE
A way forward.
Your selection changed. Update the suggestions to match.
02 / CHECKChoose a question to adapt
Ask one. Listen to the answer. Give them room to correct you.
Let the answer change your response.
No message is sent.
Keep in mind
Coach the judgment behind the words.
Use observable details. A tone or pause doesn’t establish someone’s motive.
- What did you actually notice?
- What meaning did you assign to it?
- Which question checked that interpretation?
- What did their answer change in your response?
- What in our process made responding harder?
Example: Pause after the explanation and invite the other person’s question before moving to the next step.
You don’t need the perfect line.
Start with a question that helps you understand what’s happening.
THE HUMAN SIDE OF SALES
A script gives you a starting point.
The person gives you the context.
Adapt your delivery while keeping required information, honest explanations, and agreed boundaries intact.