Cosmogony in Sales
Cosmogony in Sales
Every client arrives with their own universe —
their worldview, beliefs, expectations, logic.
And across the table stands the seller —
with a universe of their own.
The collision begins.
The collision of worlds
Real estate agency.
Client request:
“Three-bedroom apartment, not first or top floor, near a school,
sea view, budget 100,000 euros.”
The manager thinks:
“Impossible. These start from 200,000.
School and sea view don’t coexist.”
And concludes:
“Nothing to offer. Waste of time.”
Destroying someone’s universe
The manager calls to “educate” the client —
explains the market, argues, proves the point.
In short: destroys the client’s world.
The buyer listens, says “thanks, send what you have,”
and disappears. Or goes to another agency
that didn’t try to “fix” his vision.
Why he left
Because his universe was rejected.
His version of reality was denied.
And with it — trust.
He’ll keep searching elsewhere,
hoping to find someone
who understands his world before reshaping it.
How to do it differently
We still need to bring him to reality —
but through questions, not confrontation:
- Why is that area important to you?
- Which matters more: the view or proximity to school?
- How flexible is the floor level?
By answering, the client begins to reshape his own world.
The decision becomes his — not ours.
A shared universe
In the end, he buys not what he imagined,
but what aligns with his refined priorities.
That’s not manipulation.
It’s co-creation —
a merger of worlds through empathy and logic.
Sales is not the clash of universes.
It’s the birth of a shared one.