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Sales Skills / Hear What They Really Mean / Lesson 27
LESSON 27 · HEAR WHAT THEY REALLY MEAN

Confirm Priorities Before Moving On

Practical ways to confirm priorities before moving on, so you build the solution around what matters most.

Priorities decide proposals. Confirm them before you build.

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: Priorities guide the sale
TIP 1

Priorities guide the sale

Before you move on, confirm what matters most to the customer so your next steps match their wishes.

TRY THIS
Ask them to rank.
Photo for the tip: Read back the list you heard
TIP 2

Read back the list you heard

Repeating their top concerns in order shows you listened and lets them correct any mistake.

TRY THIS
Check it aloud.
Photo for the tip: Ask for a top three
TIP 3

Ask for a top three

Limiting the list forces a clear choice and keeps the proposal focused.

TRY THIS
Write the three down.
Photo for the tip: Check whether priorities have changed
TIP 4

Check whether priorities have changed

What mattered at the start of the call may shift as new information appears.

TRY THIS
Ask again before closing.
Photo for the tip: Confirm which issue is most urgent
TIP 5

Confirm which issue is most urgent

Knowing what must come first lets you plan the timeline and the starting point realistically.

TRY THIS
Ask what cannot wait.
Photo for the tip: Align your proposal with the top priorities
TIP 6

Align your proposal with the top priorities

Spend most of your space on what they care about and skip minor features.

TRY THIS
Edit ruthlessly.
Photo for the tip: Share how you will focus
TIP 7

Share how you will focus

Saying here is what I will concentrate on invites them to adjust the plan.

TRY THIS
Invite edits.
Photo for the tip: Ask about trade-offs
TIP 8

Ask about trade-offs

If they must choose between two goals, learn which one wins so you do not guess.

TRY THIS
Explore the choice.
Photo for the tip: Wait for a clear yes
TIP 9

Wait for a clear yes

A real confirmation, not a vague nod, tells you the priorities are agreed.

TRY THIS
Do not rush past it.
Photo for the tip: Keep a written record
TIP 10

Keep a written record

Notes of priorities protect you from drifting and help in later reviews.

TRY THIS
Add them to your tracker.

Easy things to say

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

CHECK

“Of everything we discussed, what matters most?”

RANK

“If you could only fix one, which would it be?”

CONFIRM

“So the order is speed, then cost, then support.”

AGREE

“Does that feel right?”

THANKS

“That is very clear.”

NEXT

“I will build the plan around that.”

Your first week

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

DAY 1
List the needs they mentioned
DAY 2
Ask them to rank
DAY 3
Confirm the top three
DAY 4
Check trade-offs
DAY 5
Write them down
DAY 6
Share them back
DAY 7
Build the proposal in that order

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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Next lesson: Ask "What Else?" One More Time →

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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: Clear Up Confusion KindlyNext: Ask "What Else?" One More Time →

  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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