We know that every negotiation is won or lost in your ability to gather intelligence about your client at the start of the conversations. Often when you get started trying to source property for your business you can get stuck on what questions to ask, when to ask them, how to find out the difficult details. The trouble is that unless you have enough information you simply cannot structure a deal that works for everyone and if the offer doesn't work for your client they are very unlikely to say yes.
This discovery calls book is a script that takes you and your customer through a series of questions in an order that naturally flows through to a point that you can pitch.
Sarah Poynton-Ryan uses the SPIN selling model of sales inter property business. She put together this sequence of questions to help you to use the same sales techniques that she uses, day in and day out.
There are literally hundreds of example question sets to help you to identify exactly what your client needs so that you will be able to come up with an offer that is accepted rather than declined!