When The Buying Signal Comes… Part 1

Switched-on  salesperson instinctively, or sub-consciously, listen  for the signals that indicate their prospect is 'ready to buy' and that
the time has come for him/her to ask for the money or the signature.

THE MORE EXPERIENCED and observant you are, the quicker you will learn to detect these signals.

When you see the signals it's time to quit selling!

To keep on talking and selling once the “buying signal” has been flashed is poor salesmanship, and you will talk yourself right out of the sale.

Here are some good buying signals to watch for:

• “Does it come in blue?”
• “Do you give a discount for cash?”
• “Do you deliver on week days?"
• “Is this the best price I can get?”
• “Will it scratch or get out of order easily?”
• “Do you sell extra parts?”
• “Do you deliver?”
• “How long before I can get this model delivered?”
• “When could you send it out to my home?”
• “Is this the very latest model?”

When any of these  the “buying signals” is used, don’t continue to sell.

You might say something the customer hadn’t thought of and start him off on another trend of thought.

When the buying signal comes, try something along these lines:

• “Will you take it with you?”
• “Will delivery next Thursday be all right?”
• “Where shall I deliver it?”
• “Which  most suits your budget - the Silver or the Gold Package?”
• “Which policy do you prefer?”
• “When could we start?”