Every word and phrase we use has a meaning for our client. With a simple change in our words, we can create new meaning. Consider the meaning of speaking to someone about a seller ” concession”.
Definition of CONCESSION
a: the act or an instance of conceding (as by granting something as a right, accepting something as true, or acknowledging defeat)
b: the admitting of a point claimed in argument
Understanding that most of our sellers would not want to acknowledge defeat or lose an argument, there are several ways create a different meaning through language.
- What are some other words you could substitute for the word “concession”?
- Could you illustrate what you call a seller concession with a story that brings more clarity to the client?
- How can you create a conversation that gives the seller a win instead of conceding?
Concession is one of the “C” words you will want to reframe and refrain from using with clients. (hint: The other “C” word to shift is commission).