Source: REPLACEMENT CONTRACTOR Magazine
By Phil Rea
Sometimes, in the middle of a presentation, with both homeowners present, one or the other buying party suddenly gets up and leaves. This can happen for any one of a number of reasons. For instance, one spouse has to take a child to sports practice. Or one of the buying parties gets up to start making dinner.
Whatever the reason, you have to either get them back into the room together or schedule another appointment when they have more time. You're not going to sell just one. Surveys show that few people are willing to make a significant purchase without their spouse being involved. Think about it: Most people can hardly agree on which restaurant to go to, let alone agree on a major purchase for their home.
What To DoWhen a prospect gets up to leave, either they're not interested in you and your product, or they flat out have to leave because they have a legitimate reason and there's no flexibility. If they aren't interested — for example, if she's going to help the kids with their homework — you need to find out why. Or maybe you haven't injected urgency into the call. Would she get up and walk out on a dental appointment?
If one or the other have to leave, the departing spouse will likely say, “I need to do such-and-such, but just go ahead, you don't need me anyhow.” At that point, you must set another date.
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