When I worked in law enforcement, I was trained in the REID Interview and Interrogation technique.

It wasn’t about yelling. It wasn’t about tricks.

It was about structure.

It was about understanding human behavior so well that people told you the truth because it felt safer than lying.

I didn’t realize it at the time, but that same structure works in sales.

Especially when you’re not trying to pressure someone into buying but helping them see the truth of what they already want.

That’s what I call Closing with Clarity.

What I Learned in REID That Applies to Sales

The REID method has three core phases:

• Build rapport and observe behavior
• Develop a theme based on what matters to the subject
• Offer choices that move them toward admission

Sound familiar?

In sales, you’re doing the same thing.

But the goal isn’t a confession. It’s a confident decision.

Step 1: Establish Shared Priorities

In REID, this is the rapport-building phase. You want the person to know you’re not here to judge. You’re here to understand.

In sales, it sounds like this:

“You’re not just shopping for the cheapest option. You’re looking for something that actually works for your life or your business, right?”

This question builds alignment. Not pressure. It’s your first yes, and it’s the most important one.

Step 2: Reframe the Trade-Off

REID teaches that people justify the truth when you help them make sense of their own choices. You’re not forcing them to talk. You’re helping them feel understood.

In sales:

“So we’d agree, getting a reliable solution now is better than sitting in decision fatigue for another two weeks, right?”

Now they’re not agreeing with you.

They’re agreeing with their own logic.

Step 3: Offer Forward Motion Without Pressure

REID calls this the “alternative question.” It gives the person control while still moving the conversation forward.

In sales, you use it like this:

“So would it make sense to move forward with the option that checks all the boxes and gets you moving now?”

It’s not a trick question.

It’s a clarity question.

Why This Works

Because the brain is wired to protect itself from risk and regret.

When you Close with Clarity, you reduce both.

You guide people out of hesitation and into ownership.

And just like in police work, you don’t win by force.

You win by structure, tone, and trust.

Final Word

Closing with Clarity isn’t about slick talk.

It’s about truth.

If you want to build a sales culture that leads with confidence, earns trust fast, and closes without second-guessing, this is the playbook.

I used to get people to tell the truth in an interrogation room.

Now I teach sales teams to tell the truth in a showroom.

The structure is the same.

The impact is better.

Want help training your team to Close with Clarity?

Let’s talk.