Phil Risher shows home service salespeople how to read a couple's body language. When one partner glances at the other, they're usually ready to buy and just need approval. Step away for five or ten minutes to let them decide privately without feeling watched.
That's the porch, like close. The husband looks over at the wife or the wife looks at the husband. What that means is the person that looks over at the other one is bought in. They're ready to sign a check. They're just looking to the other one for approval. And what you do not want is that to happen in front of you. You need to jump in and say, hey, I don't know how it works in your family, but how it works in mine is my wife and I need to talk about things like this. I need to run out and take a couple more pictures. Or if you're selling a bath, you, I need to run back and take some more measurements. Do you think you can do that here in maybe next five, ten minutes? And they, it's funny, they look at you like you do that. Like, no, I want to sit here and watch you argue.
The companies that win the next five years won't be the ones gaming the system.
