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Make it Stupid-Easy to Buy

Written by: Cheryl A. Clausen

Article Overview: What’s easy for you is hard for someone else. Most of you are notorious for thinking if you understand it, if you can do, anyone can. Wrong.

Make it Stupid-Easy to Buy

What’s easy for you is hard for someone else. Most of you are notorious for thinking if you understand it, if you can do, anyone can. Wrong.

The reality is what’s no-brainer easy for you is a big confusing overwhelming mystery to your buyers. You know you’re a professional when you can take a distressed buyer by the hand through the buying process, and have them feel good about it. It’s something you have to do because a confused mind cannot and will not buy.

Have you ever tried to remodel your home? If you have and you didn’t have the skills to do it yourself you know exactly what I mean. You don’t know what has to happen first.

You don’t know how to make a choice. There are so many choices. The choices seem so overwhelming and scary. You don’t want to really screw up and have everyone seeing as plain as day just how dumb you are. And you sure don’t want to pay for either the materials or the labor more than once.

Well, when it comes to home improvement I’m helpless and hopeless. Yet, I really want some things done. Okay, a lot of really big and really expensive things done.

So I find a carpenter, no small feat there. He tells me what I have to go pick out first. I get some rough measurements and draw some rough diagrams of what I have and what I want. And I’m off to the home improvement store.

I sensed I was in over my head once those automatic doors slid open and I saw just how enormous the store was on the inside. Yet I bravely walked back to the kitchen center to get started. To make a long story, and I mean 7 hours long, story short if it hadn’t been for a number of professionals who really knew what they were doing holding my hand every step of the way I would have turned tail and run.

I’m serious as a heart attack. I nearly walked away in a panic a half dozen times thinking perhaps I’d be better off just buying a different house. The point is each professional ended up making it stupid easy for me to make a choice and buy.

The lesson here for you is to ask yourself, “At what point do my buyers get scared?” What makes them frustrated and want to walk away without making a decision because they’re too scared to make a wrong decision? That’s exactly what you have to foresee and head off.

It’s nothing more than making the buying process a little easier. It’s asking questions and then helping them make little choices. All those little choices lead to the big payoff for both you and your new client.

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Article Tags: automatic doors, brainer, carpenter, choices, confused mind, heart attack, home improvement store, kitchen center, mystery, plain as day, rough measurements, serious as a heart attack



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