Not Everyone Decides The Same Way
One of the more interesting parts of sales is realizing not everyone makes decisions the way you do, or the way you think they should.
I have a client I adore. She is smart, thoughtful, and incredibly thorough.
Her process?
It’s very different than most of my clients. See the apartment, go back, bring people, go back, bring an architect, back again, and maybe even look one more time.
Then… make an offer.
Even then, she still sees everything as negotiable, which at that point, isn’t always the case. From the outside, it can look like she’s fully invested, and that changes how the other side responds.
So the question becomes, how do you help someone help themselves while still respecting their process? In sales, the instinct is to push, speed things up, and create urgency, but that doesn’t work for everyone.
Some people need time, some need more information, and some need to feel certain. Underneath all of that is often anxiety and a fear of making the wrong move. It’s not a lack of interest or wanting to waste anyone’s time. Instead, they want to “get it right.”
Instead of trying to change her process, I work with it. I guide where I can, set expectations, and explain how things are perceived on the other side.
I never rush her, and I let the chips fall where they may.
At the end of the day, respecting how someone does something is part of the relationship, and the reason people continue to work with you.
