VALIDATION: The Wednesday Word #WednesdayWisdom
Do you even feel like they just don’t get it? Or that maybe they just don’t get you? What if it turned out that they reason they don’t get it or you is because you don’t get them? This week’s word when used, because it’s always about usage, will aid you in enhancing your communication and ultimately help you close more sales.
DEFINITION of Validation:
- the action of checking or proving the validity or accuracy of something.
- the action of making or declaring something legally or officially acceptable.
- recognition or affirmation that a person or their feelings or opinions are valid or worthwhile.
ETYMOLOGY of Validation:
valid (adj.) 1570s, “having force in law, legally binding,” from Middle French valide (16c.), from Latin validus “strong, effective, powerful, active,” from valere “be strong” (from PIE root *wal- “to be strong”). The meaning “sufficiently supported by facts or authority, well-grounded” is first recorded 1640s.
VALIDATION: The Wednesday Word ACTION IDEAS
ONE: SANDWICH TECHNIQUE in COMMUNICATION:
When giving advice solicited or not, people are also looking for validation. So if you’re going to give advice, use the sandwich technique. Agree first, complement second and make right third. What people are asking for is probably very different from what they actually want. Do NOT skip straight to criticism. Buffer it with what is good, deliver the advice/criticism, end on a positive note.
TWO: AS APPLIED TO HANDLING OBJECTIONS:
In Grant’s book The Closer’s Survival Guide under 10 Reasons Closer’s Fail, #8 is Handling Objections That Are Only Complaints and within there is a RULE:
Treat all objections as complaints until further validated!”
What??? Further Validated. You must validate the objection. As in the sandwich technique. Hear the objection, acknowledge it positively and then validate it. There are multiple ways to validate an objection and if you’d like to learn them all you can because right now, Grant has 2 weeks free access to Cardone U. This will allow you to go in and study and practice on the different ways you can validate the objection and move the process along to the next step and ultimately close the deal!