Coach Dan Foster

No matter the market, taking the time to qualify a prospective buyer is very important and something you cannot afford to skip. Most sales people get so excited when they get an actual lead that they forget to ask the right questions to determine whether the relationship is going to be a good fit. If you can ask questions that draw out a buyer’s motivation, ability, and need for purchasing, then you will achieve a higher probability of overall success and customer satisfaction. Listed below are ten questions, in no specific order, that I recommend you ask before working with a buyer.

This week my team and I are re-tooling and developing our buyer presentations. More than ever consumers need a brief and quality presentation on becoming a home owner. In this post I’ve outlined the essential elements of a buyer presentation and the three formats your presentation must be in to ensure the highest probability of success.