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Some people are uncomfortable decision makers – a big effect of the changing economy and market is how little customers can now trust themselves to make good buying decisions.

Help the customer to make a good decision by helping them to feel more confident about their new home and their decision to buy.

Sometimes someone else’s approval is needed.  No more than ever before have there been so many people giving your customer the benefit of their opinion!!

Customers are hugely influenced by their approvers – people who have emotional and financial opinions that the customer listens to and take action on the basis what the approvers say.

Help your customer to confidently articulate to their approvers why buying a home from you is exactly what they should be doing and that they are delighted to make the decision – rationally and emotionally.

Understanding how to respond to these  reasons can help you to plan your sales approach and respond accordingly.