In order to craft a sale, you need to know a few fundamentals first. You need to know what the customer’s needs are for a new home; their financial plan and budget, how proceed-able they are, what action needs to happen to make them proceed-able, and their readiness to make a buying decision.
Pre-qualification is the stage in the sales journey that through purposeful conversation you clearly gain understanding the basis of a possible sale.
Good qualification questions wrapped in rapport building conversation are the key to success here. Without understanding the basis of the potential sale, you have nothing to sell.
We know how to make small qualification questions big to show interest in the customer, to build rapport, and to also get to know who you are working with so that you can craft a sale around them.