Ever feel like a professional presenter? You know, going into home after home, making a great presentation, watching beaming homeowners nod in agreement, and then they say, “Just leave your quote. We need to think about it.”
This is the point when you’d like to test a butane torch on their armpits. But since you’re a professional, you politely stand and decide to send them an anthrax love note instead. In truth, “thinking about it” is a stall. They couldn’t make a decision, and they now want to shop. And this does not always mean price shop. It means where the value of the offer is greater than the price. Big difference.