The setup. In-home presentation, both spouses at the table. You're 2 minutes into the warm-up. Now read the chairs.
Green-light read.
- Both spouses' chairs angled toward you (not just torsos — the chairs).
- Feet flat on the floor or pointed toward the table.
- Hands above the table, occasionally touching paperwork.
- One spouse leans in when you mention price. The other watches that spouse's face.
That's a closing room. Run your full presentation, ask for the order at the natural close.
Red-light read.
- One chair pulled back 6+ inches from the table.
- Feet pointed toward the door or the kitchen.
- Arms folded, hands under the table.
- Spouses looking at each other during the offer instead of you. (Especially silent spouse looking at decision-maker spouse with raised eyebrows.)
That's a stalled room. Don't push the close — you'll get a polite no and lose the rehash. Instead, label it: "I'm getting the sense one of you isn't fully sold yet — talk to me about that, what's on your mind?"
Why labeling beats pushing. Voss's tactical-empathy work: naming the negative emotion drops its intensity. The spouse who was about to say no often says the real objection instead — which you can actually handle.