The Validation
The 'Re-Teach Me' Rule: Why You Must Eliminate Post-Call Confusion
The deal isn't closed until the buyer can teach it back to you.
I. The Hook (Problem/Aspiration)
You just crushed a demo. The buyer was nodding, the Q&A was minimal, and you feel great. Then, silence. The deal goes dark. Why? Because the buyer had enough understanding to be polite, but not enough confidence to move forward. They got confused the moment they tried to explain your solution to a colleague. You need a final, bulletproof confirmation method.
II. The Old Way (Pitching)
The traditional rep views the close as a verbal agreement: "Are you ready to sign?" or "When should I send the paperwork?" They see the end of the meeting as the end of their job, leaving a massive gap where confusion can set in.
III. The New Way (Clarity Tactic)
Your Clarity Tactic is Confirming Understanding: The True Close (from Chapter 6). The true close isn't the signature; it's the moment you confirm the buyer can confidently advocate for the value you presented.
The tool for this is the "Re-Teach Me" Rule: Require the buyer to confidently recap the value and next steps before you hang up.
IV. The Implementation (3 Action Steps)
Use the "Clarity Recap" Template: Before ending the meeting, introduce a simple recap: "To ensure we're perfectly aligned, let's summarize the three core things we covered and what happens next."
Focus on Value and Next Steps: Have the buyer confirm: 1) The main problem your solution solves, 2) The specific outcome they expect, and 3) The concrete next step (who, what, and when).
Document and Send the Recap: Immediately after the call, send a concise email that begins: "As you summarized..." and includes the 3-point recap. This locks in the buyer's understanding in writing, creating a shared, documented path forward.
V. The Payoff (Clarity Metric)
The measurable payoff is Increased Internal Alignment Post-Call and a Reduction in Silent Ghosting. By forcing clarity and documenting it immediately, you eliminate the risk of the deal dying in the buyer's internal communication black hole.