Have you ever had a customer tell you at the end of your sales process, “I need to think about it“? It’s an objection that comes up regularly. Purchasing a new system is a big decision, and people aren’t always comfortable making that decision at the table right away, even if they trust you and your company.
The intention statement is the best tool you have when this objection rears its head. It allows you to ask for a simple yes or no answer from the home owner without being pushy. After all, “no’s” won’t hurt your business, but “maybe’s” can drive your business into the ground.
To see how I use my intention statement at the kitchen table, check out the video above.