Honey, I sold the kids!
I got this email from a client tonight.
Every night I have to coax my 2 kids into brushing their teeth before bed. They have lots of objections, and I am usually not in the mood for them. Last night I wanted to try something different.
Instead of telling them what to do, I asked them a question: “Who wants to brush their teeth FIRST?”
They fought over first, but both brushed their teeth without dispute. What’s the lesson here?
Eww EWW I know, I know! The point of dispute is not an option it's a MUST! Don't give people options that aren't an option for you, instead give them a choice of say, color. Present the decision to buy as fait accompli! "Of course this is a perfect time to invest in a home, we will never see a better opportunity in our lifetime, the question is, do you want to be in Northborough or Newton?"
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Lesson: Brushing wasn't debated as an option; it was a given . . . just a matter of when.
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