The Backbone of our Economy: The Selling Professional

Typical Buying Signals

The often-asked question of when should I close a sale can be answered with the following response: close when the buyer is ready to buy and NOT when you want to close the sale.

By recognizing typical buying signals, the sales professional may know when to close the sale:

  1. Interest tends to be shown with the prospective buyer's use of ownership words and active tense verbs such as: “I can, we would, when we will, we could, if we do, how can I” . . .Time to trial close.
     

  2. Touching and continual glancing at your samples and handouts while rereading the data may be a readiness indicator...Time to trial close.
     

  3. Longer, focused and wider eye contact may be a sign of interest and enthusiasm.  Move to trial closing.
     

  4. Pay close attention to buying- indicator questions such as questions about pricing, or final details, or any expected delays or problems, even questions concerning customer servicing as compared to your competitors.

Are you reluctant to ask for the sale? Do you hope and wait for the prospects to close themselves? Are you uncomfortable with closing?  Practice reading the buyers' cues (add to the above-mentioned points with your own observed signals) and then GO FOR IT!

REMEMBER: Prospects expect you to ask them to buy.  They know that's why you are there.

AND WHAT ABOUT OBJECTIONS??? ……

Instead of viewing these buyer responses as objections or rejections of what you are offering the buyer, view them as reasons for you to probe further and ask questions. Many successful selling professionals assume that the objection is a statement calling for more information. So, get more information rather than jumping back with an automatic (and often insincere) rebuttal. Respond to objections with more questioning.

 A Menu Of Possible Responses…..

YOU CAN SAY:
"Obviously, you have a good reason for saying that. Do you mind telling me what it is" (or "Do you mind telling me why you feel that way?")

Get buyers to explain their reactions to what you are selling and asking them to do. Use any of the following questions?

YOU CAN ASK:
What do you have in mind for you to say that?
How do you feel about this?
Could you elaborate on that?
Could you give me some examples as to why you feel that way?
What is the worst that could happen if you buy?
What is the worst that could happen if you don’t buy?
If nothing would stand in your way of buying, would you still feel this way? Why?

Learn to include the good old: FEEL - FELT - FOUND STATEMENTS. (Example: I can understand how you must feel. Many of my customers felt that same way when I first approached them/called them and now …… after using our services they found that …)

Act like successful selling professionals who expect even invite buyer 'objections.' They know that the buyer is still interested since s/he is still there expecting and waiting for your response. Respond with confidence and enthusiasm. After all, if you don't buy you , then who will buy from you and what you are selling?

 

Talking Yourself into the Sale...

 Talk yourself into the sale by using confidence-building language with your daily intra communications (your inner thoughts, your affirmations).  The following examples of energizing statements are offered by successful sales professionals from a variety of industries.

“They need me. I have the best opportunity for them. They are lucky that I am in their lives.:”

“I can do anything I believe I can do.”

“I have got it and every day I get more of it.”

“I set goals and I reach them — on my time schedule.”

“I am always prepared. I have done my homework. I deserve this sale.” 
“Being told ‘no’ means that they lose: they’ve lost me and what I can do for them. ‘No’ permits me to move closer to the deserved ‘yes’.”

“I deserve this sale.  I deserve to make money.”

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