Premise # 1:
Your Customers Buy Based on their Emotions.
No one likes a big change. People tend to get upset when there is damage to their home. In an emergency, their emotions, (although hidden from both your view and theirs), can be as real for them as their circumstances. If your sales approach is purely logical, you’re missing 50% of the equation. And for many customers, that’s the dominant part of their equation.
If the above premise is true, and you’re relating to them merely from logic,
they won’t feel connected, and won’t feel like they can trust you. So they will talk and spend time going over the scope, then buy from someone else.
To be successful, make sure every step in your sales process connects with your prospect emotionally and logically.