While typing up the last two articles about decisions, I couldn’t help adding this framework.
When a customer asks for your opinion, GIVE IT TO THEM!
Don’t shoot yourself in the foot and tell them “it’s up to you,” or “you’ll have to decide that.” Will they? Yes. But, for Pete’s sake, help them get there.
All this what-do-you-want-to-do-i-dont-know-what-do-you-want-to-do-i-dont-know-what-do-you-want-to-do drives me bonkers, and your prospect, too!
How much of an expert are you if you can’t even narrow down the choices for the prospect!? One thing is for sure, your customer will turn a blind eye to you if you don’t.
Are you worried about the integrity of telling someone what to buy or manipulating the choices? Tell them what you would buy and why. That’s honest, isn’t it? Tell them what someone else bought and why. That’s honest, isn’t it?
Here’s more on being “others oriented” in a real estate sales context
Photo credit: http://www.werc.org/pick_this/