A buying commitment is a meaningful agreement from the homeowner that actually moves the sale forward — as opposed to the empty yeses reps are trained to collect.
The definition
A buying commitment is a meaningful agreement from the homeowner that actually moves the sale forward — as opposed to the empty yeses reps are trained to collect. “You want quality, don't you?” gets a yes that means nothing.
There is a major difference between getting a homeowner to say yes and getting a homeowner to make a buying commitment. Yes-questions ask for agreement with something nobody would refuse. Buying commitments ask the homeowner to stand behind something real — the need, the solution, the direction — and those are the agreements the close is built on.
Where it lives: Advanced Selling Psychology
Knowing what buying commitments means is step one. Running it live, at a kitchen table, against a homeowner who pushes back — that's the training. Spar grades you on the system in every round — $29/month. Spar before you knock.