This sales tip for sales people helps you to get more sales by picking up buying signals early.
When a prospective customer is ready to make a positive decision to buy your product, they tend to signal this very clearly. Spotting these signals early is key as it will help timing that all important question: 'Do you want to go ahead?'
Prospects will use certain words or act in predictable ways. These ‘buying signals’ can be verbal, non-verbal (body language) or specific actions.
Here are buying signals grouped by words, body movement and actions
Saying ‘yes’ or making significant positive noises: When prospects are feeling positive about the product, they tend to be more positive and ready to decide.
Saying things like 'right' and other decision indicators: The decision to buy will leak into their language in all kinds of ways.
Talking about money: Seeking the best price is a clear indication of intent to buy unless it is put up as a condition to discuss your offering.
Asking questions: They imagine themselves using it and what it would do for them.
Asking about timescales: They want is as soon as possible or by a certain date so are interested in delivery, setup, learning, etc.
Body language signals
Showing positivity: Smiling, nodding and other signs of feeling keen.
Moving forward: Including leaning in or even touching you as they seek to connect with you in a more influential way.
Hurrying: Talking faster to get to ownership sooner.
Gazing at or touching the product: imagining ownership.
Reading brochures: Repeated examination of information and pictures.
Taking measurements: Checking it will fit.
Playing with the product: Practicing owning it.
Bringing others to view it: Seeking confirmation from others in the business.
Spotting buying signals and acting on them, is key. Prospects who display some of the above simultaneously, are ready to make a positive decision.
On the other hand, aiming to close a deal too early, can have an adverse effect. Doing so will typically take you back one step or more in the selling process.
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