Accusation Audit: Say Their Doubts First
Before they raise their worst thoughts about you, say them yourself, plainly and calmly.
A practitioner technique from Voss's book with no published studies.
Why it works
Saying a doubt out loud before they do takes away much of its force. It shows honesty, and buyers often reply by softening the point themselves.
How to do it
- List the three worst things the buyer might be thinking about you.
- Say them at the start, before your offer.
- Use labels: you may feel, it may seem.
- Pause and let them respond.
- Do not argue against your own list.
What to say
You may feel our fee is high, and that we're just another agency who sends random CVs.
It may seem like I'm here to sell you something you don't need.
You might think a small firm like ours can't handle three sites at once.
Avoid
Turning it into a long apology. Say the doubts in one breath and move on.
Example
Meeting a Chandigarh agri-input chain that had fired two agencies, Kunal began: you probably think I'm the third agency to waste your time. The owner laughed and said: yes, so prove me wrong. The meeting went well from there.
Practise it
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