Don't Convince--Confirm

Vol. 3 Iss. 19

🔥 Hot Take: Stop Trying to Convince—Start Confirming What They Already Feel.

The best sales conversations don’t persuade. They validate. If your buyer already senses the problem, your job isn’t to sell them. It’s to help them say, “Exactly.”

🎯 The Primitive Brain loves confirmation.
The Priority Sale methodology teaches us that the Primitive Brain is constantly scanning for threat and pattern recognition. When you say something that confirms what the buyer already suspects, but hasn’t voiced, you immediately earn trust. It feels familiar. Safe. True.

🛡️ Convincing triggers resistance.
When you try to prove something the buyer doesn’t yet believe, their defenses go up. They analyze. Delay. Defer. But when you reflect what they’re already thinking—often better than they can say it themselves—you lower the guardrails. You shift from vendor to ally.

Try:

· “You’re probably already seeing the impact of this in [X area].”

· “You’ve likely been feeling the drag from this for a while—it’s just now showing up in the numbers.”

· “You’re not alone—other leaders we talk to are seeing the same pressure right now.”

📢 Confirmation builds momentum.
When buyers hear something that resonates deeply, the reaction is immediate:

· “Yes—that’s exactly it.”

· “That’s what we’ve been trying to get leadership to focus on.”

· “We’ve been talking about that internally for months.”

Now you’re not trying to convince them of a problem. You’re offering the solution to one they already believe exists.

🔄 You don’t need new problems—just clearer language.
Often, buyers know the issue. They just haven’t named it. Help them. Use language that sharpens their thinking:

· “Here’s what this usually looks like when it shows up…”

· “We call this the ‘slow slide’. It’s when performance dips without anyone noticing.”
When you articulate their experience better than they can, they trust you to solve it.

💬 Let them feel seen before they feel sold.
The moment a buyer thinks “they get it” is the moment the deal gets real. Lead with confirmation, not conversion. It’s not about convincing. It’s about helping them name and own the problem they already feel.

💡 Takeaway
Don’t waste time trying to persuade. When you confirm what buyers already feel, you create trust, urgency, and clarity. And that’s what moves deals forward.