Recognize Those Buying Signals

 

A passive customer who suddenly starts showing an interest.

"Hey, thanks for calling. I was just wondering about the resolution speed on your Model 99A."

When that customer who is usually in a hurry actually settles in for a detailed conversation.

"Could we set a time for next week to drill down into the metrics you have outlined on that last proposal?"

Openness to trial closes.

"Sure, I would be glad to review a copy of the agreement and pass it on to our legal department."

Someone who has been dodging you suddenly takes your call or returns your call.

"First, I really want to apologize for not returning your calls. I have been completely covered up lately. Listen, I have an issue with our network?"

A numb, indifferent attitude suddenly takes a different tone.

"That does sound like exactly what we’re looking for. Interesting? so, tell me, how much would it cost if we were?"

Getting curious about your experience and references.

"So, what did you guys do for TI that got them so high on you?"

A business-like tone suddenly becomes more relaxed and personal.

"Hi, Kevin. No, I’m not too busy -- just playing catch-up but you’ve tracked me down at a good time. I just got back from a vacation in the BVIs. Have you ever been there? It is awesome!"

When they ask for a product demo, that is always a good sign.

"I really like what I see in the video, but before I can be certain, I really need to see this process in action. Could you set up a live demo for me?"

If they start wanting to discuss terms, contracts, pricing and shipping, they are on the hook!

"OK, if we were to ask for a shipment for the 15th to be sent to our processing facility, is there any paperwork we would need to review?"

Now they want to know about all the extras and options.

"I am pretty sure the P-190E will do what we need, but I am curious about the P-250G? How much does the increased torque ratio help when you are working with loads over 5 tons?"

Complaining about your competition means you are in the lead.

"I have been waiting on Geritech to call me back for over two weeks. Thanks for getting back with me so quickly. What can you tell me about your production and delivery schedule?"

It really comes down to this: anytime your customer’s tone of voice, facial expressions or body language isn’t saying to you "Go away, I don’t care," this is an indication that you have their attention. Take advantage of this opportunity to ask good questions, probe for more information, learn all you can about their needs and goals, and be ready to offer a solution that will make sense to them.

 

Re-Print Permission
This article may be reprinted in it's entirety if the following conditions are met:

1. The complete tag with the author's name and contact information is included immediately after the article.
2. A copy of the printed article is mailed to the author at 10101 SW Freeway Suite 630 Houston, Texas 77074 within 30 days of publication.
3. The article is presented in a positive light as part of an appropriate business related publication.

September Sales Quick Tip of the Month – Ditch the Discounts

If you have heard it once, you have heard it a thousand times: "You are just a little out of my price range. If you could shave 15% off the price, it would make a big difference." Suddenly, the pressure is on you to give away your profit margin to gain one measly sale. Look, buyers always want you to lower your price; at this rate you can sell your company right into bankruptcy. If your product is really worth the price, counter by selling your customer on the value they receive for the price. Show him how your product will exactly meet his need or solve his problem. Never discount just to get a sale. A price discount is a negotiation concession, so make sure you always get something back – better terms, longer contract, bigger order, etc. If a discount doesn’t really help you, ditch it.