Stop Asking, “Does That Make Sense?”

If you’re good at reading the room, you’ve probably noticed when you’re not getting the response you’re looking for. You see:

👉 Blank stares
👉 Open hostility/negativity
👉 Confusion

I often see sales reps combat this by asking over and over: “Does that make sense?”

The problem is, you’re beating around the bush when you say this. You’re eagerly hoping they will either reassure you, or admit why they look so confused/bored/hostile.

But they usually don’t.

Instead, stop your presentation, look them in the eye and say, “I’m sensing some confusion here. Can you tell me if I have misunderstood something?”

Give them the space to process the information, and then reply. This is where uncomfortable silence will be your best friend. It will be tempting to fill that silence with an explanation of why you’re concerned, but DON’T. Let them respond. During the silence, you can be reading their body language so you can figure out your next move, and you’ll look stronger. Stop beating around the bush and get things out in the open. If you have to keep asking if you’re making sense, you’re either insecure, or things have gone wrong.

Do you agree? What has your experience been like? Let me know in the LinkedIn comments!

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