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CHAPTER 4 · BOTH EDITIONS
Power Words and the Three A’s
Use words that help people feel understood. The Three A's are Appreciation, Approval, and Acknowledgment. Be specific and sincere; approval does not require agreeing with every claim.
Put it to work
- Appreciation: Thank you for explaining what matters to you. Approval: That was a thoughtful question. Acknowledgment: I can see why that timing matters.
- Try plain phrases: tell me more; what matters most; would it help; what would make this useful; I don't know, but I'll find out.
- Avoid pressure phrases, guaranteed outcomes, and false urgency. Use a notetaker only with the participants' permission.
TRADE EDITION
Three A's reminder
Acknowledge the buyer's responsibility and risk. Confirm that any meeting summary reflects their words.
Starter files are ready to adapt. CSV files open in spreadsheet apps. Printable pages can be filled locally and printed; they do not save or submit entries.
DIRECT SALES EDITION
Three A's reminder
Acknowledge personal priorities. Do not turn a compliment into a hidden invitation or imply product results.
Starter files are ready to adapt. CSV files open in spreadsheet apps. Printable pages can be filled locally and printed; they do not save or submit entries.