ACTION 1: ASK RELEVANT, OPEN-ENDED QUESTIONS

The investigation with the buyer is an opportunity to prove to Them your expertise, professionalism, and character. You prove these qualities when you ask relevant, open-ended questions.

Begin this Action by first identifying the information you need to know and your buyer needs to discover. For example, you need to determine if they are a qualified buyer and they may need to discover that they have a risk for something that they were not aware of. With a clear understanding of the information that needs to be discovered and uncovered, you can more easily develop potential questions to ask.

Open-ended questions solicit more information than closed questions. Open-ended questions draw out facts, emotions, ...

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