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Some
prospects send buying signals, which should point you toward the
commitment process and “the close.” These “buying signals” are
often in the form of questions which show that the prospect is leaning in
your direction.
Following
are some common “buying signals.” 1.
The prospect asks questions about how long it takes to establish service.
“How long does it take to program my terminal?” or “When could I
begin guaranteeing my checks?” 2.
The prospect asks about payment terms or policies. “Are your invoices
standard net 30?” 3.
The prospect asks specific questions about the service details. “How
does the Pre‑Auth courtesy work?” “What information does my
sales‑staff need to put on the check?” 4.
The prospect begins making positive statements of agreement, “This
service really could save me a lot of money in bounced check fees.” 5.
The prospect becomes more at ease with the conversation. 6. The prospect begins speaking about
how he or she would use the service, “This automated check guarantee
process would really speed things up at the register and simplify my check
approval process.” 7. The prospect begins to negotiate
price. “How much would my charge be per check with the multiple check
option and without?”
When
the prospect begins to ask some of these questions, the Sales Professional
knows that it’s time to begin “the close.” You can do this by moving
to one of your standard closes, or by asking more questions to help the
prospect sell himself, such as, “What is it you like best about our
check guarantee proposal?” By learning to recognize buying signals you will know when to move forward toward the close, and be able to move on more quickly to the next prospect.
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