The Two Voices

Question: When is it too early and too risky to ask for the sale?

Answer: Don’t worry about it.

Let me explain, and I’ll do so by addressing the two voices in your head: the Action Voice and the Filter Voice.

The Action Voice is the one that says, “Go for it! It’s all yours baby – get ‘er done!” The Filter Voice says, “We must always be respectful; we don’t want to ruin the relationship; you must earn the right to ask for the sale.”

Here’s my advice for Filter Voice: Take a long walk off a short pier!

I’m going on the premise that none of you reading this are going to look at a prospect who walks through the door and immediately shout, “What’s it going to take to get you to buy my home today?” I’m not talking about being obnoxious or icky or manipulative.

Action Voice speaks to us in appropriate tones and at appropriate times. It’s that little voice that says, 45 minutes into the conversation, “It’s time to ask for the sale.” Filter Voice says, “No, the prospect will let you know when she’s ready.”

We all know the voices, don’t we? May I offer some advice? Embrace Action Voice. Smack Filter Voice in the face!