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Sales Skills / Hear What They Really Mean / Lesson 19
LESSON 19 · HEAR WHAT THEY REALLY MEAN

Spot Warning Signs Early

Practical ways to spot warning signs early, so you can address concerns before they become lost deals.

Early signs give time to react. Notice quiet trouble.

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: Warning signs appear early
TIP 1

Warning signs appear early

Noticing them gives you time to fix problems before they cost the deal.

TRY THIS
Stay alert in every conversation.
Photo for the tip: Short, flat answers
TIP 2

Short, flat answers

A sudden drop in detail or energy can mean boredom, doubt or a hidden concern.

TRY THIS
Ask an engaging, open question.
Photo for the tip: Slower replies than usual
TIP 3

Slower replies than usual

Longer gaps between messages may signal fading interest or competing priorities.

TRY THIS
Follow up kindly with something useful.
Photo for the tip: Cancelled or shortened meetings
TIP 4

Cancelled or shortened meetings

Repeated changes to the schedule can show the project has dropped down their list.

TRY THIS
Ask about their timing honestly.
Photo for the tip: New people appearing in the process
TIP 5

New people appearing in the process

Unexpected stakeholders can change the decision, so learn quickly who they are and what they need.

TRY THIS
Request an introduction.
Photo for the tip: Constant focus on price
TIP 6

Constant focus on price

Repeated cost questions may hide other doubts about value, risk or trust.

TRY THIS
Ask what else is on their mind.
Photo for the tip: Vague promises like we will see
TIP 7

Vague promises like we will see

Phrases without dates or names often mean no real commitment yet.

TRY THIS
Ask for a specific next step.
Photo for the tip: Mentions of competitors
TIP 8

Mentions of competitors

Talk of other options shows they are comparing, so clarify your strengths without criticising others.

TRY THIS
Ask what they like about them.
Photo for the tip: A change in tone
TIP 9

A change in tone

A cooler or more hurried voice can reveal something has changed behind the scenes.

TRY THIS
Check in gently.
Photo for the tip: Raise the sign with care
TIP 10

Raise the sign with care

Describe what you noticed without blame and invite honesty about it.

TRY THIS
Say I sense things have changed, is that right?

Easy things to say

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

NOTICE

“I sense something has changed.”

ASK

“Has anything come up on your side?”

CHECK

“Are we still the right fit?”

OPEN

“Please tell me honestly where we stand.”

THANKS

“I appreciate your honesty.”

PLAN

“Let us adjust the plan together.”

Your first week

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

DAY 1
List warning signs
DAY 2
Watch your pipeline for them
DAY 3
Ask an honest check-in question
DAY 4
Reach the other stakeholders
DAY 5
Offer a fix
DAY 6
Record the lessons
DAY 7
Review weekly

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: Spot Buying SignalsNext: Ask the Question Behind the Question →

  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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