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, ...