Buying Signals

What do you consider to be "buying signals" and how soon do you try to close after receiving one?

For instance, if I'm the middle of a presentation and I ask if the customer likes a given benefit and he/she says "yes" is that a buying signal and should I close right then?

Quote:

Originally Posted by Mikey

What do you consider to be "buying signals" and how soon do you try to close after receiving one?

For instance, if I'm the middle of a presentation and I ask if the customer likes a given benefit and he/she says "yes" is that a buying signal and should I close right then?

IMO, if you get a buying signal in the middle of a presentation I prefer a trial close where you give them the opportunity to say "yes" to your proposal if they are ready to make a decision, but keeping the door open for you to continue your presentation if needed. Something like "There are more features to this product I am going to explain in a minute, but at this point is this product something you think you might purchase?" If they say yes, you know you are well on your way. If they say maybe or no, then you know you still have your work cut out for you and it wasn't a real buying signal. The good thing is you leave the door open to continue your presentation because you didn't ask for a definitive answer.

Ok, so use a "Trial Close" after receiving a "Buying Signal." When should you close then? After one, two, or three "Trial Closes"?

Quote:

Originally Posted by Mikey

Ok, so use a "Trial Close" after receiving a "Buying Signal." When should you close then? After one, two, or three "Trial Closes"?

You close when you are done your presentation. Trying to close to early can be a disaster because you haven't gone through all the features/benefits of your product or service. Obviously there are exceptions, but generally I don't like to cut my presentation short.

IMO, you should always deliver your "core" presentation before asking for the purchase decision. Even if the customer appears ready.

When I say "core" I'm talking about the "absolute minimum" that your customer "needs" to know about your product/service.

This is not "overselling" but merely ensuring that the customer clearly understands what you are offering.

Failing to deliver this "core" information can lead to unrealistic expectations, misunderstandings, and hard feelings.

Quote:

Originally Posted by Houston

IMO, you should always deliver your "core" presentation before asking for the purchase decision. Even if the customer appears ready.

When I say "core" I'm talking about the "absolute minimum" that your customer "needs" to know about your product/service.

This is not "overselling" but merely ensuring that the customer clearly understands what you are offering.

Failing to deliver this "core" information can lead to unrealistic expectations, misunderstandings, and hard feelings.

Exactly.

Excellent advice from Doc and Houston. You cannot sell "beyond the close" if you are mking it a point to be thorough.

Mikey, I'm curious. You are asking about the when of your close. But what is your close? Your post almost implies that you have some sort of ready device and that you just need to know when to put it on the table.

Quote:

Originally Posted by Gary Boye

But what is your close? Your post almost implies that you have some sort of ready device and that you just need to know when to put it on the table.

I'm not sure I understand what you mean.

I've heard/read many times that you should close after noticing buying signals. I was just wondering "when" was the right time.

It sounds like anytime I receive a buying signal, after giving my core presentation, I should ask a "trial close" and if the answer is positive then I should ask for the order. Does that sound right?

Mikey, I'm assuming you close with words. You refer here to trial close and close, but surely there must be something you say to the prospect. That is what I meant. What do you say that would actually be the close you refer to? If you mean by "close", asking for the order, how do you ask for the order?

If you will agree with me that closing is a matter of some words coming out of your mouth, and you are asking when those words should come out of your mouth--then it all falls into the category of saying the right thing at the right time. "Close" is just an esoteric label in selling. What do you say? If you can tell us, it would be easier to determine if those words are right and when is the right time to actually say them.

If you are willing to give some thought to that--and answer the question, I'll point something out to you that you may find interesting.

Quote:

Originally Posted by Gary Boye

What do you say that would actually be the close you refer to? If you mean by "close", asking for the order, how do you ask for the order?

Here are some examples of what I say when asking for the sale;

Are you prepared to put your home on the market today?
Lets go ahead and get your home on the market today.
Do you want us to help you market your home?

Buying Signals

Closing the Sale Forum