Requiring others to define relative words is just as important as asking them to explain specific pieces of jargon. Relative words are nonspecific, descriptive words that only have meaning in relation to something else. Here are some examples of relative words that can create a great deal of confusion:
_ Cheap
_ High quality
_ Large
_ Many
_ Soon
_ Substantial
Don’t be shy about asking for clarification when someone lays one of these words on you. If the person insists on using generalities, as some people do, press for a range. If you still don’t get a specific answer, supply two or three ranges and force the person to choose one.
Let’s say your new customer says, “We’re thinking of placing a big order with you.” That’s good news if you and your new customer both use the words “big order” the same way. But you need to ask for specifics. If your customer doesn’t answer with a number, you can say, “Do you mean more like ten, or maybe about a hundred, or would it be closer to a thousand?” Whatever the answer is, just say “thank you.” Don’t belabor the point that you wouldn’t call that a “big order.” You should make a note of the information, as well. These situations offer a great opportunity to find out more about the company that you’re dealing with. It’s a good time to ask questions about the normal size of the orders from this company, why it’s changing now, and other pieces of information that will help you service this client much better.
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