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Sales Skills / Hear What They Really Mean / Lesson 28
LESSON 28 · HEAR WHAT THEY REALLY MEAN

Ask "What Else?" One More Time

Practical ways to ask “What else?” one more time, the simple question that often reveals the most important point.

The last answer is often the real one. Ask once more.

10 tipsEasy things to say7-day plan
Start with tip 1
Jump to the 7-day plan

10 tips that really help

These ideas come from Never Split the Difference (Chris Voss), You’re Not Listening (Kate Murphy), The Lost Art of Listening (Michael Nichols), and everyday practice. The first six help the most. Pick one and try it today.

Photo for the tip: What else? finds the last gem
TIP 1

What else? finds the last gem

After the customer finishes, asking once more often unlocks the most important point of the whole conversation.

TRY THIS
Use it near the end.
Photo for the tip: Ask it softly
TIP 2

Ask it softly

A gentle anything else on your mind? feels light, caring and unpressured.

TRY THIS
Add a smile.
Photo for the tip: Wait for the answer
TIP 3

Wait for the answer

People may need a few seconds to decide whether to share something sensitive.

TRY THIS
Stay silent and open.
Photo for the tip: Ask more than once
TIP 4

Ask more than once

A second what else can reveal deeper layers that the first answer did not reach.

TRY THIS
Try it twice.
Photo for the tip: Use it at the end of each topic
TIP 5

Use it at the end of each topic

Checking that a topic is complete prevents surprises later in the process.

TRY THIS
Pause between sections.
Photo for the tip: Use it at the end of the meeting
TIP 6

Use it at the end of the meeting

It ensures nothing important is left unsaid and gives the customer a final chance to speak.

TRY THIS
Make it a routine.
Photo for the tip: Listen for hesitation
TIP 7

Listen for hesitation

A pause or a sigh before answering may signal that something unsaid is waiting.

TRY THIS
Encourage them kindly.
Photo for the tip: Thank them for sharing
TIP 8

Thank them for sharing

Appreciation makes it easier for them to be open in the next conversation.

TRY THIS
Say I appreciate you telling me that.
Photo for the tip: Note new items immediately
TIP 9

Note new items immediately

Add any new points to your summary so they shape your proposal.

TRY THIS
Update your notes.
Photo for the tip: Practise on friends
TIP 10

Practise on friends

Using what else? in everyday talks makes it feel natural and unforced.

TRY THIS
Try it at dinner.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

ASK

“Is there anything else?”

AGAIN

“What else should I know?”

SOFT

“Anything I have not asked that I should?”

WAIT

“(Pause patiently.)”

THANKS

“That is a useful addition.”

CHECK

“Is that the full picture?”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
Add “What else?” to every discovery call
DAY 2
Ask it twice
DAY 3
Wait for the answer
DAY 4
Note the new item
DAY 5
Ask it at the end
DAY 6
Notice patterns
DAY 7
Share the habit

Further reading

  • Never Split the Difference (Chris Voss)
  • You’re Not Listening (Kate Murphy)
  • The Lost Art of Listening (Michael Nichols)

The tips above are written in our own words and are general guidance. The books are suggestions for further reading.

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These lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.

More lessons in “Hear What They Really Mean”

Keep going. Small steps every day make a big change.

← Previous: Confirm Priorities Before Moving OnNext: Let an Angry Customer Vent →

  1. Why Listening Sells More Than Talking
  2. Give Full Attention, Every Time
  3. Put Your Phone Away
  4. Stop Planning Your Reply
  5. Let Them Finish
  6. Listen for the Feeling Underneath
  7. Make Silence Work for You
  8. Label the Emotion: "It Sounds Like..."
  9. Mirror Their Last Words
  10. Say "That Seems Hard" and Mean It
  11. Use a Calm, Slow Voice
  12. Say "How Am I Supposed to Do That?"
  13. Get to "That Is Right"
  14. Why Empathy Is Not Weakness
  15. Tone Tells More Than Words
  16. Watch for Hesitation
  17. What a Long Pause Means
  18. Spot Buying Signals
  19. Spot Warning Signs Early
  20. Ask the Question Behind the Question
  21. Notice What They Keep Repeating
  22. Summarise in Your Own Words
  23. Ask "Did I Get That Right?"
  24. Write Down Their Exact Phrases
  25. Use Their Words in Your Proposal
  26. Clear Up Confusion Kindly
  27. Confirm Priorities Before Moving On
  28. Ask "What Else?" One More Time
  29. Let an Angry Customer Vent
  30. Stay Calm When They Attack
  31. Acknowledge Before You Answer
  32. Handle Interruptions Gracefully
  33. Listen to a Rambler Without Getting Lost
  34. When the Customer Is Quiet
  35. Practise With Friends and Family
  36. Record and Review a Call
  37. Count Your Talk Time
  38. The One-Question-Per-Topic Rule
  39. Take Better Notes
  40. Become the Best Listener in the Room
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