A Sunday in Rhode-Saint-Genèse
Ten AM appointment. I finished at 4 PM. Not because the house was large. Because the conversation was dense.
She served me coffee in the garden. We had to talk first — about family, about the decision. Not yet about the house. Never immediately about the house.
At 11 AM, we did the tour. She told me each room like one tells a photograph: the birthday when. The day when. The winter when.
By noon, I understood the appointment wasn't a valuation. It was a decision not yet made. We ate. We kept talking.
I left at 4 PM, with three pages of notes and no commitment. Six weeks later, she called back. "It's time."
The best sales begin with a long hesitation. You have to know how to sit with it.
« The best sales begin with a long hesitation. You have to know how to sit with it. »
