“Not Today”

You’ve heard it before, right? “We’re probably a year away from purchasing.” Or, “We’re really just out looking around.” Or, “Actually, we’re not even in the market for a home – we’re just seeing what’s out there.”

Unfortunately, these very statements often mean the end of the sales process for too many salespeople. After all, why spend time with someone who isn’t even thinking about purchasing, at least not soon?

Are those customers just saying that, or is it a smoke screen. You may not want to hear this, but many of those customers actually believe what they are saying. If you hooked them up to a polygraph machine, they would pass.

But what is missing from that customer’s statement? What is incomplete? What is incomplete in their paradigm?

To answer, you just need to have a conversation with my youngest daughter, Katie, and ask her when she plans on getting married. She’ll likely say “around 30”. She’s 20 now, so ten years sounds about right. Again, what is missing from that statement? What is incomplete? She really believes what she says, but what could immediately change that?  You’ve probably now figured out the basis for Katie’s answer: she is not presently in love!!!! Wait until she falls in love – then lets see if it changes her opinion on when she marries.

I’ll let you write the closing paragraph of this entry. If you can’t find the application for your own prospects, I can’t help you!

Go change someone’s world today.