Communicating the Obvious with Intelligent Buyers

No Reason You Should Know This

Often we endow potential buyers with knowledge they couldn’t possibly have. It happens for two reasons.

• We say less in respect of someone’s intelligence.
• We forget that what’s obvious to us is news to other people.

In my experience, we’re unaware that we’re sharing less than we should. Most folks agree that intelligence cannot make up for information that hasn’t been shared.

One easy way to avoid these communication problems is to start new topics with “Stop me if you already know this.” or “There’s no reason you should know this.” followed by contextual background

and to

ask something like “Have I left any holes in the information so far?” or “Am I making any leaps of logic here?”

Now the hard part is only remembering to give the background.

Why? That’s obvious.

Liz