"Win - Win" Rules - Recognise Buying Signals

Sales Training > Sales Resistance

Many a sales executive has talked themselves out of a sale because they didn’t recognise the buying signals which can be both verbal and non-verbal.
The verbal signals could see the prospect:
- Repeating the statement.
- Asking for confirmation of some aspect.
- Making comparisons.
- Asking your opinion (not asking for information).

The non-verbal signals could see the prospect:
- Take ownership of the written proposal by holding it, re-examining it or even moving it to his side of the desk.
- Nodding, smiling, sighing, leaning forward, rubbing hands, rolling up sleeves.

-Snowboy

#2

I find that simply ASKING FOR THE SALE can often get you it. -SexSells

#3

In sales I find it imperitive to make sure you can identify these key aspects of selling. I strongly feel body language plays a big part in it. -Ray47

#4

Quote:

I find that simply ASKING FOR THE SALE can often get you it.

That is so true Victoria, the failing of so many are that they just simply don't make the effort to ask that simple question. Sure the client might be overwelmed with the great service and the wonderful smile you had throught out the whole process but unless you ask for the business why whould a customer offer it.

The reason you are required to spend time building rapport and so forth with customers is to give you the RIGHT to ask for their business, you would have to have rocksj in your head to not ask.

Thanks for your coments -Snowboy

#5

Quote:

In sales I find it imperitive to make sure you can identify these key aspects of selling. I strongly feel body language plays a big part in it.

Thanks for your comments Ray -Snowboy

#6

Yeah I like this post - Good one Snowboy. -Jabber

#7

Quote:

That is so true Victoria, the failing of so many are that they just simply don't make the effort to ask that simple question. Sure the client might be overwelmed with the great service and the wonderful smile you had throught out the whole process but unless you ask for the business why whould a customer offer it.

The reason you are required to spend time building rapport and so forth with customers is to give you the RIGHT to ask for their business, you would have to have rocksj in your head to not ask.

Thanks for your coments

Yeah I agree - I guess I would be classes in that category. -Wowsap

#8

Buying Signals - Makes for a great conversation that can last many hours.

Good post. -EmmaC

#9

Quote:

Yeah I like this post - Good one Snowboy.

Thanks for your comments Emma -Snowboy

#10

Quote:

Yeah I agree - I guess I would be classes in that category.

Hello Wowsap,
Thanks for your comments and remember you are not alone. -Snowboy

#11

Quote:

Buying Signals - Makes for a great conversation that can last many hours.

Good post.

EmmaC - Indeed it does,
it also makes for a great forum chat and to find out the different opinions that people may have especially from a wide variety of sales industries. -Snowboy

#12

Very informative Keith - Keep these ones coming. thmbp2; -Wanderer

#13

I would find that crowding my mind with this information would do more harm then good - but good on you if you can do it. -Auctioneer

#14

Wow - Not something I think everyone can do. -Geekust

#15

Quote:

Many a sales executive has talked themselves out of a sale because they didn’t recognise the buying signals which can be both verbal and non-verbal.
The verbal signals could see the prospect:
- Repeating the statement.
- Asking for confirmation of some aspect.
- Making comparisons.
- Asking your opinion (not asking for information).

The non-verbal signals could see the prospect:
- Take ownership of the written proposal by holding it, re-examining it or even moving it to his side of the desk.
- Nodding, smiling, sighing, leaning forward, rubbing hands, rolling up sleeves.

What do these do for you besides giving you an indication of involvement? -Slick

#16

Quote:

Very informative Keith - Keep these ones coming. thmbp2;

Thank you for the comments wanderer -Snowboy

#17

Quote:

I would find that crowding my mind with this information would do more harm then good - but good on you if you can do it.

How is being to Recognise what your client is trying to tell but doesn't know how to voice it to much information for a Sales Professional? -Snowboy

#18

Quote:

What do these do for you besides giving you an indication of involvement?

I feel this would give you the information of the sincerity of the clients interests.

Do you have a different point? -Snowboy