Seven Buying Signals, Do You Recognize Them?
Some prospects send buying signals which should point you towards 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.
Here are some pointers on spotting the prospect's "buying signals."
1. When the prospect asks questions about how long it takes to establish the check guarantee service, "How long does it take to program my terminal?" or "When could I begin guaranteeing my checks?"
2. When the prospect asks about payment terms or policies, "Are your invoices standard net 30?"
3. When the prospect asks specific questions about the service details, "How does the Pre-Auth courtesy work?" or, "What information does my sales-staff need to put on the check?"
4. When the prospect begins making positive statements of agreement, "This service really could save me a lot of money in bounced check fees."
5. When the prospect becomes more at ease with the conversation.
6. When the prospect begins speaking about how they would use the service, "This automated check guarantee process would really speed things up at the register and simplify my check approval process."
7. When 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 Certified 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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