Watch For The Buying Signs
Watch For The Buying Signs
That's right, when your prospect is ready to buy, they will tell you, but not with words. They will send out non-verbal signals that you can see if you watch and listen closely. But therein lies the rub. Most of us are such bad listeners we can't see or hear when the time comes to close the deal.
The Signals Are Loud & Clear
All customers of any type give off signals. Sometimes the signal is of creating distance between them and you and other times it is that you have made an instant connection and that they are now ready to buy&
Here is an example of what some of these signals can indicate:
· Buyer's show no interest in your products, services or company.
· They are interested, but are putting off the decision to purchase into the future.
· Very interested right now and might buy if you can answer a few questions.
· They just want you to just shut up and let them buy right now!
How Do You Know They Are Not Ready To Buy?
When your customer says they are not ready to buy, it does not mean that they will never buy. What it means is that they do not like your current approach and are sending a signal to you to change it. Remember, the definition of madness is to keep repeating the same thing but expecting a different result. How should you sell this customer? It's very simple. Just ask them how they would prefer this sale to be instead of the way it is now.
Here are a few common ways that you should know that your sale is going nowhere&
They Avoid Eye Contact
We have all been taught to look are customer in the eye when talking to them. The signal that you are dying is when you look at them and they immediately look away.
When this happens you must give them some room. Your buyer is uncomfortable with you right now so do not push. Now is a good time to ask your buyer if you are blowing it. You can just say, "Bill, you look very uncomfortable right now." When they look at you with a longer glance, move toward them. If they keep looking, keep moving in and start the sale.
Making 'Not Right Now' Excuses
If they say 'just looking' or otherwise indicate that they don't need help, then make an encouraging remark to keep them looking and back off. Still keep an eye on them to see if their demeanor changes. This is a great time to go for the now and tell them that you think that they have no interest in the options.
Only one of two things can happen. They may agree and honestly tell you what you missed or they will disagree and tell you which option they actually like and what is holding them back. At that point you are only one question from closing. "What should we do?"
Flippant Handling of the Presentation
If they are casually picking up the presentation and dropping it back, rather roughly, on the table it can be a big nuisance for you as you keep picking up after them but this may well be a symbol of a bored customer that you have not inspired or hit the right triggers. As ever, keep an eye on them so you can move in when they change how they are behaving. Pick up the option sheet and keep handing it back to them.
Looking At Many Different Options
If they are wandering around looking at almost random options, spending a similar short time on each one, then they may again be a relatively bored with your options. As soon as they focus on one negatively or positively, move in and ask why they don't like that one or why they do like it. This leads to the next question which is the famous, "What should we do?"
Moving Around Quickly
When they are moving quite quickly around the place, they may be scanning for something or may be wandering. They are trying to process your presentation style. If they slow down, watch more carefully and move in when they are showing more signs of interest.
When They Are Ready To Buy
When the person is ready to buy, or at least they are showing some interest, then you should also be ready to pick them up and move them towards the final close. Remember, "What should we do?" (Of course they know what they SHOULD do is buy now!)
Spend Time Looking At Only One Option
When they are looking at one option, and especially if you have a broad range from which they are browsing only a small category, then they may well be interested in buying. Perhaps they need advice, so ask them how they normally purchase. Do they purchase more premium options or more economically? This trigger can help them decide.
The longer a person looks at one product type, the more likely they are to buy it. They are investing their time, which is a sure sign of interest. One way to make them take action is to tell them to NOT look at that one any longer. Ask them instead to look at the cheaper options. This technique makes those options not desirable because of the language. That will ten reaffirm that the option they have been thinking about is the tight one.
Looking Around For Help
If you see them looking around, catch their gaze, and perhaps raise your eyebrows a little to signal that you are ready to help. If they sustain the glance or raise their eyebrows too, move in to sell. Ask them if they need help.
This is particularly significant if they are holding the presentation or have just spent time looking at a particular option.
Asking Questions About The Options
If, when you offer help, they get into more detail about the option, then they are likely to be becoming more interested. If they ask about the functionality of the option, they may well have a checklist of things they are seeking, so ask what they like so much about that option instead of answering the question. Then they will sell you and themselves on that option.
Asking About a Price
This is a good buying signal. You can ask them "What does the presentation sheet say?" Or you can ask again what they like so much about that option. If they tell you, then you can follow up by asking, "What should we do?"
Using Ownership Language
When they pick up the presentation, they are getting a sense of owning it. This continues when they talk about how they will use the product or service -- which is a good reason for encourage this talk. Look for 'I' language. Get them to use it. Ask how they will use it. You can even talk about it as if they already own it, although be careful of being pushy.
Asking Other People's Opinion
When they ask another person what they think about the product, they are likely thinking about buying the product and are seeking confirmation.
You might thus find yourself selling it to the second person also. Think about this when you are making the initial sale -- include whoever else is there in the sales talking, though do watch for whether the main seller wants to be the main focus or appreciates others being included.
Body Language Changes
Any transition in non-verbal communication will typically signal a change in mental state that may well indicate readiness to buy. If they suddenly relax after asking questions or discussing the product, this may well signal that they have changed mental state. Other signals include changes in body position, gesture, skin tone, style of talk and so on.
Going For the Money
If they touch their wallet or purse and especially if they get out cash or credit card, this is a very strong signal for you. Get to them and ask if you can help. If they say they want to buy, just take their money. (Beware of 'Un-Selling' the product by over-zealous and over-talking, non-needed sales patter).
Watch for these and other buying signals that are given to you. Many sales people or techs never realize how close they actually are to closing a job. I have a saying that you are usually just one more sentence from getting the job. Hang in there and keep servicing your buyer until they have arrived at a conclusion. If you do, you will be shocked at how many times you will close the deal.
Watch For The Buying Signs - To learn more about this author, visit Joe Crisara's Website.
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You've heard people talk about them. We all think we know them when we see them but they are very hard to describe. What are they? They are buying signs of course. It's that magic moment when customers are ready to buy.
That's right, when your prospect is ready to buy, they will tell you, but not with words. They will send out non-verbal signals that you can see if you watch and listen closely. But therein lies the rub. Most of us are such bad listeners we can't see or hear when the time comes to close the deal.
The Signals Are Loud & Clear
All customers of any type give off signals. Sometimes the signal is of creating distance between them and you and other times it is that you have made an instant connection and that they are now ready to buy&
Here is an example of what some of these signals can indicate:
· Buyer's show no interest in your products, services or company.
· They are interested, but are putting off the decision to purchase into the future.
· Very interested right now and might buy if you can answer a few questions.
· They just want you to just shut up and let them buy right now!
How Do You Know They Are Not Ready To Buy?
When your customer says they are not ready to buy, it does not mean that they will never buy. What it means is that they do not like your current approach and are sending a signal to you to change it. Remember, the definition of madness is to keep repeating the same thing but expecting a different result. How should you sell this customer? It's very simple. Just ask them how they would prefer this sale to be instead of the way it is now.
Here are a few common ways that you should know that your sale is going nowhere&
They Avoid Eye Contact
We have all been taught to look are customer in the eye when talking to them. The signal that you are dying is when you look at them and they immediately look away.
When this happens you must give them some room. Your buyer is uncomfortable with you right now so do not push. Now is a good time to ask your buyer if you are blowing it. You can just say, "Bill, you look very uncomfortable right now." When they look at you with a longer glance, move toward them. If they keep looking, keep moving in and start the sale.
Making 'Not Right Now' Excuses
If they say 'just looking' or otherwise indicate that they don't need help, then make an encouraging remark to keep them looking and back off. Still keep an eye on them to see if their demeanor changes. This is a great time to go for the now and tell them that you think that they have no interest in the options.
Only one of two things can happen. They may agree and honestly tell you what you missed or they will disagree and tell you which option they actually like and what is holding them back. At that point you are only one question from closing. "What should we do?"
Flippant Handling of the Presentation
If they are casually picking up the presentation and dropping it back, rather roughly, on the table it can be a big nuisance for you as you keep picking up after them but this may well be a symbol of a bored customer that you have not inspired or hit the right triggers. As ever, keep an eye on them so you can move in when they change how they are behaving. Pick up the option sheet and keep handing it back to them.
Looking At Many Different Options
If they are wandering around looking at almost random options, spending a similar short time on each one, then they may again be a relatively bored with your options. As soon as they focus on one negatively or positively, move in and ask why they don't like that one or why they do like it. This leads to the next question which is the famous, "What should we do?"
Moving Around Quickly
When they are moving quite quickly around the place, they may be scanning for something or may be wandering. They are trying to process your presentation style. If they slow down, watch more carefully and move in when they are showing more signs of interest.
When They Are Ready To Buy
When the person is ready to buy, or at least they are showing some interest, then you should also be ready to pick them up and move them towards the final close. Remember, "What should we do?" (Of course they know what they SHOULD do is buy now!)
Spend Time Looking At Only One Option
When they are looking at one option, and especially if you have a broad range from which they are browsing only a small category, then they may well be interested in buying. Perhaps they need advice, so ask them how they normally purchase. Do they purchase more premium options or more economically? This trigger can help them decide.
The longer a person looks at one product type, the more likely they are to buy it. They are investing their time, which is a sure sign of interest. One way to make them take action is to tell them to NOT look at that one any longer. Ask them instead to look at the cheaper options. This technique makes those options not desirable because of the language. That will ten reaffirm that the option they have been thinking about is the tight one.
Looking Around For Help
If you see them looking around, catch their gaze, and perhaps raise your eyebrows a little to signal that you are ready to help. If they sustain the glance or raise their eyebrows too, move in to sell. Ask them if they need help.
This is particularly significant if they are holding the presentation or have just spent time looking at a particular option.
Asking Questions About The Options
If, when you offer help, they get into more detail about the option, then they are likely to be becoming more interested. If they ask about the functionality of the option, they may well have a checklist of things they are seeking, so ask what they like so much about that option instead of answering the question. Then they will sell you and themselves on that option.
Asking About a Price
This is a good buying signal. You can ask them "What does the presentation sheet say?" Or you can ask again what they like so much about that option. If they tell you, then you can follow up by asking, "What should we do?"
Using Ownership Language
When they pick up the presentation, they are getting a sense of owning it. This continues when they talk about how they will use the product or service -- which is a good reason for encourage this talk. Look for 'I' language. Get them to use it. Ask how they will use it. You can even talk about it as if they already own it, although be careful of being pushy.
Asking Other People's Opinion
When they ask another person what they think about the product, they are likely thinking about buying the product and are seeking confirmation.
You might thus find yourself selling it to the second person also. Think about this when you are making the initial sale -- include whoever else is there in the sales talking, though do watch for whether the main seller wants to be the main focus or appreciates others being included.
Body Language Changes
Any transition in non-verbal communication will typically signal a change in mental state that may well indicate readiness to buy. If they suddenly relax after asking questions or discussing the product, this may well signal that they have changed mental state. Other signals include changes in body position, gesture, skin tone, style of talk and so on.
Going For the Money
If they touch their wallet or purse and especially if they get out cash or credit card, this is a very strong signal for you. Get to them and ask if you can help. If they say they want to buy, just take their money. (Beware of 'Un-Selling' the product by over-zealous and over-talking, non-needed sales patter).
Watch for these and other buying signals that are given to you. Many sales people or techs never realize how close they actually are to closing a job. I have a saying that you are usually just one more sentence from getting the job. Hang in there and keep servicing your buyer until they have arrived at a conclusion. If you do, you will be shocked at how many times you will close the deal.
Watch For The Buying Signs - To learn more about this author, visit Joe Crisara's Website.
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