Don’t let yourself get caught not knowing the following:
• Do I have all the information about the buyer's needs?
• Do I need information about the customer’s buying procedure?
• Do I need information about the competition including a “No Buy” option?
• Do I need information about potential resistance?
The last question is the most important. Remember that people don’t resist their own ideas…only ideas that someone else is trying to foist on them – ideas that they don’t own. The most successful sales people are the ones that have answers to all of the above questions and successfully gets the prospects to “Own” the idea of buying a new home.