Buying Signals

When you’re selling the same products and services over and over it’s easy to switch to auto-pilot and miss the buying signals your clients are giving you.

You’ll be much more connected to your client when you focus on watching and listening for buying signals.

• a change in body posture, eg: leaning forward
• demonstrating interest by asking questions
• affirmative statements

“Yes”
“That’s good”

• surprise statements
  

“Really?”
“It does that too?”

• slow nodding of the head in agreement
• thinking/considering gestures – stroking chin, forehead
• asking for information and brochures
• wanting to hold onto brochures
• statements that indicate they want it
  

“I don’t care about the colour”
“Do you have it in stock?”
“When can I have it delivered?”

• statements that indicate the client is imagining owning it
  

“what do I do about servicing”
“will it work with my widget?

• showing excitement
• pupils dilating
• the client telling *you* what it will do for *them*
• calling in colleagues to see it/you, and telling them how great it is – let them do the selling for you!

Every time you see a buying signal. Use one of your trial closes. Trial Closes

WATCH AND LISTEN FOR BUYING SIGNALS - and respond to them.

A simple skill that will increase your success – but only IF YOU USE IT!

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