I can wait 15 minutes, but then I have to leave.” That’s enough to get the message through. - Oren Klaff

You know what decision you want the buyer to make, but the more you push in that direction, the more they dig in, slow down, and change the agenda. They want to make their own decision on their own timeline. Buyers buy how they want to buy, not how you want to sell.

When you are reacting to the other person, that person owns the frame. When the other person is reacting to what you do and say, you own the frame.

Our bodies “know” the situations we meet in life and how we should respond.