In the Validation Play, what are we validating?

• A. Our integrity
• B. The prospect
• C. Our product
• D. The prospect's statement

Answer: (B)

The main idea behind the Validation Play is to validate the person you’re talking to—the prospect. By showing you understand and respect their viewpoint, feelings, and needs, you create a sense of trust and safety. That trust makes them more open to sharing honestly and gives you a clearer sense of what matters to them, which is essential for any genuine dialogue.

In practice, this means listening closely, reflecting or paraphrasing what they’ve said, acknowledging their emotions, and confirming you’re hearing them correctly. It’s about the person as a whole—their experience and perspective—not about proving your own integrity, promoting your product, or simply confirming a particular statement. When you validate the person, you reduce defensiveness and make room for authentic communication, which is the real aim of this approach.