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now the key to dealing with I want to think about it is by using the classic intention statement the intention statement is a simple question to your homeowner usually somewhere in the front of your presentation and its designed to kind of lay the groundwork its designed to close the I want to think about a door so the question is how do we do it well what I like to do is at the end of my comfort survey at the beginning of my presentation I go to the Comfort survey I ask the questions about hot and cold spots indoor air quality efficiency all of those questions once I get through that questionnaire I simply ask the intention statement like this Ill say mr. and mrs. homeowner have you ever had a bad experience with a pushy salesman and theyll say yes and theyll tell you some story and Ill say well listen Ive got great news for you Im not a pushy salesman Im not gonna be the guy calling you back next week bugging you about this heating and air conditioning system I dont want to
