[quote=Derek]In your case with selling homes, I would imagine the main detriment to most features would be cost. For example, this home is 2,500 square feet. This can give you more room than a smaller home, but it also costs more. Or, this home has brand new siding and windows. This makes the house more energy efficient, but the home is priced higher than one without these features.
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I don't believe cost is a detriment. Cost exceeding value is, and, would be good reaon to reject an offer.
Aside from the hypothetical examples, how about one where you made a sale after revealing the "detriments". What were the detriments you revealed and at what point did you identify the trust created from that action--and how soon did the prospect buy?
In my own case I have an unwillingness to allow a prospect to make what I consider a bad decision in my favor if I can help it. I don't view it as a selling process principle. It's a moral issue. In the long run, of course, I benefit through reputation. Failing to reveal an actual detriment to a prospect would be the same as misstating a feature--or benefit.
