THE MOST EXPENSIVE WORD IN SALES MIGHT BE "SURE."

I gave ChatGPT a new job: Play a mortgage borrower who's hiding their real concerns.

The first thing my imaginary borrower said?

"Sure. Sounds good. Just send me the numbers."

Sounds promising, right?

But here's the problem.

That sentence could mean:

✅ I'm interested. Let's move forward.

🤔 I don't fully understand what you just explained.

🚪 I'm trying to end this conversation politely.

Same words. Three completely different possibilities.

And the salesperson who assumes they know which one is correct might already be losing the relationship.

So I created a little experiment using ChatGPT.

THE BORROWER DECODER.

Three realistic conversations. Three opportunities to uncover what's actually important.

No memorized rebuttals. No artificial urgency. No objection-handling Olympics.

Just empathy, curiosity, and the ability to listen.

Want to test yourself?

Copy this into ChatGPT:

"Act as a realistic mortgage borrower with a hidden concern. Give me three challenging borrower statements, one at a time. Wait for my response. Then score my empathy, curiosity, clarity, and pressure from 1–5. Reveal what I missed. Don't make it easy."

Here's what fascinates me:

AI can help us practice conversations all day.

But the real competitive advantage isn't becoming better at talking. It's becoming better at understanding.

Would you pass your own sales test? 🎯

#SalesPsychology

#MortgageIndustry

#AI