The Core Skill
Implement the 'Teach-Back' Technique
Stop asking "Does that make sense?" and start diagnosing genuine understanding.
I. The Hook (Problem/Aspiration)
"Does that make sense?" It’s the worst question in sales. It’s polite, easy to answer, and allows the buyer to nod their way into a complex sale they don't truly grasp. This leads to hidden confusion that explodes later as a price objection, a surprise stakeholder, or silent ghosting. The true professional never assumes understanding; they diagnose it.
II. The Old Way (Pitching)
The traditional sales rep uses a presentation style, lecturing the buyer and then asking open-ended questions that are often too vague to uncover real problems. They prioritize covering all the features over ensuring the core solution is understood.
III. The New Way (Clarity Tactic)
Your Clarity Tactic is to Diagnose Before You Deliver (from Chapter 4). You must actively test the buyer's comprehension immediately after explaining a critical concept.
The tool for this is the Teach-Back Technique: Require the buyer to summarize the key concept in their own words.
IV. The Implementation (3 Action Steps)
Stop Asking Simple Confirmations: Eliminate "Does that make sense?" "Any questions?" or "Are we good?"
Ask The "Teach-Back" Question: Rephrase your check-in: "How would you summarize the top two things your team needs to know about this integration?" or "If you were explaining this pricing model to your CFO, what’s the single biggest differentiator you’d mention?"
Listen and Re-Teach: If the buyer struggles or misses a key point, don't get frustrated. That's a gift! You have successfully diagnosed a learning gap. Re-teach the concept immediately, using simpler terms or a new analogy, and then re-test.
V. The Payoff (Clarity Metric)
The measurable payoff is Reduced Internal Friction. By eliminating hidden confusion on the call, you ensure the buyer can effectively advocate for your solution internally, leading to fewer stalled deals and a higher internal alignment post-call.