With so many stories of malpractice highlighted in the press and on TV, the buyer has every right to be wary. It is unlikely that he will be open with you at an early stage.

So, it is vital to build trust from minute one. Trust is built from a combination of sincerity and competence. If you build trust carefully and slowly, you will be able to take your prospect on to the next stage of the sales process. However, if you rush this section, the buyer will "go through the motions" but your chance of securing a sale will be greatly diminished.