Step 2 (Page 46) Fast Resolution

Question 1

Step 2 Fast Resolution

At the end of the this step, the prospect should be thinking that the project is greater than they initially thought, effectively raising in their mind what they think it will cost, and that it is more urgent than they originally thought because both of these are true most of the time.

Uncover any other projects the homeowner may be considering
* We may be able to help them with other projects.
* We need to try and move this project higher on their list through
exposing urgency.

Answer 1

I don’t want to get in the way of any other projects you may have going.

Are you working on any other projects?

Have you worked with a professional contractor before?
How’d it go

• Take notes on your project worksheet as you conduct the inspection.
• Don’t sell during the inspection! Ask questions!

When you’ve completed the inspection, ask: Did you learn anything new?

So, Mr Prospect, based on what we’ve seen here today, wouldn’t you agree
that this is something we better get done sooner rather get than later, at
least within the next few months?