The homeowner states something — a preference, a criterion, a condition for moving forward — in their own words, on the record of the conversation. “What would have to happen for you to feel comfortable moving forward?” is the purest form: the answer is a commitment they authored, and the rest of the appointment is just honoring it.
The short answer
“What would have to be true for you guys to move forward with us today?” — “In your opinion, what do you feel is the most important thing when choosing a company?” — “If you could design the perfect experience for this project, what would it look like?”
Documented buying-commitment questions: criteria, conditions, and the perfect experience, all in their words.
What separates these from ordinary discovery questions is the residue: an ordinary question produces information for you; a buying-commitment question produces a position for them. Positions get defended, honored, and — at the decision — fulfilled.
How it runs
Placed through the appointment — criteria during discovery, preferences during the presentation, conditions before the investment — buying commitments assemble the decision before the decision is asked for. They also do diagnostic work: the criteria a homeowner states are the criteria their objections will cite, so the commitments you collect are a map of the close you're heading into. The commitment stage has its own step in the pre-close; this guide's point is the atomic unit — one question, one stated position, one brick.
Every technique in these guides is drilled in Spar's Fight Camp rounds. Round 1 is free. Spar before you knock.