Sales Micro Learning

💡 Tip — Day 142

Use the Ladder Check to stop teams from arguing over conclusions when they’re really arguing from different facts. In The Fifth Discipline, Peter Senge points to the “ladder of inference”: we leap from data → interpretation → belief → action, often without noticing. 1. Data: “What did we actually observe?” 2. Meaning: “What are we assuming this means?” 3. Alternative: “What’s another plausible explanation?” 4. Move: “Given that, what’s the smallest next step?” 🎯 Try this today: In one meeting where people disagree, ask: “What data are we each using to reach that conclusion?” Then write the answers where everyone can see them.