Welcome to the Barry Farah Show, serving you to sell more. Follow at Barry Farah. Hello, I hope you're doing well, and welcome back. Today's single skill is what happens the moment you come back from the truck to the home. Now, in the last episode, we talked about what happens after the diagnostic. You found some things, you explained that the issues were fixable, you stepped out to the truck and you cleaned up, you reviewed the facts, and you organized the options carefully before coming back inside. Now, this simple gesture is important because it does so much work. It's not the presentation yet, it's not the explanation of what I found that comes, but not yet. Today is simpler than that. You're coming back in to honor the home and get seated. Now, this moment is a critical element of the larger selling with integrity process. We've built rapport, we've asked permission, we've moved through the discovery and the diagnostic work. We've taken time in the truck to think clearly, but when you come back, are you going to increase suspicion or trust? Now you are transitioning into a dialogue about what you have to offer to solve their problem. So the phrase sounds like this May we sit down so I can review the solutions with you wherever you feel is best. I just need two chairs and a place to present the options. Now that's it. You're not pointing at the kitchen table and presuming that you have control over their home. You're simply asking permission to sit down in a place where the customer is comfortable and where the two of you can look at the options clearly. Now, this is the opposite of the timeshare style of control. In those environments, the room is often arranged to favor the salesperson. They place him or her in a higher chair. They select the seat for the prospect. They position their staff between them, literally, and the exit. They manipulate light to favor the salesperson. They spread brochures around their table with contracts all over there so that they can show the salesperson who owns the space. And then they reveal pricing in a painfully slow stages until the customer feels worn down. That is not selling with integrity. We do not need to control the room to lead the conversation. If you've handled the call well up to this point, there's no practical benefit to asserting control over something as personal as where people sit in their own home. And some customers may have had really bad memories from previous high-pressure sales tactics. There's no need to trigger something negative here. You've built rapport, you've listened, you've done the work, now you begin to disarm those negative associations by re-establishing a very principled approach. You are respecting their invitation into your home. You did come back in, by the way. Brain science supports this positive approach. The customer is probably not going to come right out and say, I don't like getting pushed around in my own home, but that may be what they are thinking. And if that's the case, you could be unwinding the good work that you've done up to this point. When people feel respected, their defensiveness goes down. When they're given a choice of where to sit in their own home, their sense of safety goes up. And that matters because the amygdala is always watching for pressure, looking for threats, loss of control. And the prefrontal cortex, that works better when the person feels safe enough to think. I didn't always understand this. In my early days of selling, I was taught to take control of every detail. Boy, was that wrong. Sometimes the most professional thing you can do is give the customer control, especially of the small things, so they can listen carefully to the important things. So here's the micro steps. First, come back in, you're clean and calm. Second, you say this simple line may we sit down so I can review the solutions with you. Third, give them control wherever you feel is best. Fourth, make the practical need clear. I just need two chairs and a place to present the options. Fifth, pause. Sixth, let them choose the spot. That's it. Don't start selling while both of you are standing. You know what standing does? That keeps the conversation too non-committal. Either one can exit. Sitting changes the frame. It signals that this is now a thoughtful discussion. It's not a rushed hallway exchange. Here's how it may sound on a real call after you come back from the truck. Let's say you're the comfort consultant. I have the options organized. May we sit down so I can review the solutions with you? Wherever you feel best. I just need two chairs and a place to present the options. Most likely the customer's gonna say, sure. And they're gonna say, How about the kitchen table or the dining room table? And then you're gonna simply say, thank you. That's it. Don't get too excited now. Don't add filler. Please don't say, I'm really excited about sharing these options with you as you're getting seated. That ruins the moment. You're getting seated. Just remain calm. This short exchange does real important work. You're not using pressure. You're not grabbing control of the room. You're asking respectfully, giving them a choice in creating a setting where the conversation can be organized. Selling with integrity means that customers should never feel handled, managed. They should feel served. They should feel that you're listening carefully, organizing clearly, and leading in your area of expertise, respectfully. So, when you come back in from the truck, don't rush. Don't talk options from the doorway. Do not begin the presentation while both of you are standing. Ask to sit down, let them choose the place, and treat the moment with the respect it deserves. The leadership takeaway is simple. Don't presume on the customer. Please continue to honor the invitation. It is their home. Leadership does not always mean asserting control. Sometimes leadership means creating enough safety that the other person is just ready to listen. So next time, we're going to talk about a respectful way to ask the customer to partner with us toward a clear decision one way or the other. Until then, respect the person, complete the process, and elevate the standard. I hope this equips you to go make a difference today. Thank you for listening. Follow Barry Farah on your favorite podcast platform at Barry Farah.