The problem with many salespeople is that they sell themselves out of a sale before the sale is closed. The salesperson is talented and competent but does not pay attention to the prospect’s desire or readiness to purchase. To fully benefit from your product, you need to recognize the buying signs so that you don’t oversell it. Buying signs are signs that indicate the prospect is ready to find out how they can take ownership of your product and how it will Therefore, they have now been proverbially sold on your product or service and are ready to purchase it. A lead’s buying signals are usually expressed in the form of questions or assertions these inquiries or assertions bring them closer to the point of making a Until you identify the purchasing signs, you run the risk of overselling your products and missing the opportunity to acquire a client when he or she is most receptive to your offer. When you continue to deliver your presentation or share information with a prospect who has already conveyed a desire to purchase, the prospect may interpret this as inattention or superfluity on your part. In either case, refusal to recognize your prospect’s signals may result in lost sales. The first sign that a transaction might be in the making can be noticeable very quickly It may not be until the end of your meeting that they emerge. Shortly put, they can appear at any point in time. It’s up to you to hone in on these signals so you can adapt your pitch and approach the close at the appropriate time.
Here is a list of questions that could suggest a prospect’s interest to learn more or to buy:
Would you be able to provide me with other options or colors? If this project starts soon, how quickly will it be completed? Are you able to provide financing? How much money would you need to begin this project? How long would it take for the project to be completed? Would you consider working with a company in my area if you have experience with other companies? Would you be able to let me speak to a customer who is currently a customer? Can you tell me more about the warranties offered with this product? What level of customer service is available from your company? Is there any other warranty type that I can choose from? Is it necessary that I complete the entire project right away, or can parts of it be completed later? Could you please tell me if there are Could you please let me know the amount of my monthly installment? What will happen to my situation if I use this? Would I be able to expect a specific result?
When you are asked about turnaround time, integration, installation, delivery, date or start of service, features available, expected results, product guarantees, and or installment terms, they indicate that you are on your way Similarly, past purchasing experiences can provide insight into what questions a prospect may ask. In order to get repeat business from those prospects who have had bad experiences with your product or company in the past, you will need to convince them that your company is the right choice. Prospects may exhibit this through support-building questions, or by raising concerns about their past. Questions referencing problems from the past indicate that the prospect may be hesitant. When they choose your services, they are hoping that they will be reassured and supported that they made the right decision.
Here are some examples of a prospect utilizing support building questions:
The computer I purchased last year has served me well. My first call was for a service call, but when I called I found out the company was already No, I am not interested in going through all of How long has your company been in business? I was led to believe that I had more coverage than I actually had by the insurance agent with whom I worked. In case of an emergency, I need to have the peace of mind that I will be fully covered. Is there a way for me to be so sure that your policy will provide me with this level of Would this be a good fit What is the best price you can offer me? Are you sure this is the best deal? What are the chances that this will be the last time I have to worry about this situation if I make the purchase? Is the warranty comprehensive enough to cover all problems that may occur with my product? What is not covered by this warranty? Is there anything you can offer me that is better than your competitors?
Sometimes, a prospective client will ask the same question more than once. Trying not to become annoyed is a good thing to do. The prospect’s repeated questions reveal a need for more assurance before a purchase is made. It is possible that the prospect simply wants to hear the answer again. If they need more time to understand the information that you have explained to them, it may also mean that they have not fully grasped it.
Would you please be able to walk me through the service policy and warranty one more time? Can you demonstrate how your product works again for me? Were you able to go over the terms of financing again? Can accounts be serviced within a reasonable amount of time? That means that this includes …? Is it safe to assume that I will be using this once I begin to use it?
All the answers can be found right before your very eyes if you open your ears and eyes. Answers to closing a sale are found in the use of power.