The Art of ... Qualifying
by By Mike Daly -- President, CSI Creative Solutions

Many agents believe that, to "qualify" customers, you simply determine (1) the buyers' budget, (2) the time they have allotted for a vacation, and (3) several of their basic travel preferences. That's a very tactical approach.

Others view "qualifying" as an opportunity to determine buyer behavior, general interests, and who the buyer is as a person -- what motivates them. That's more of a behavioral approach.

Is one approach better, or more effective? How does "qualifying" contribute to the success of a vacation sale, and how do you know which method of qualifying to use for best results?

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