BUYING SIGNALS AS TWO PRIMARY GROUPS

BUYING SIGNALS AS TWO PRIMARY GROUPS

Buying Signals are a wonderful adjunct to any salesperson’s arsenal, simply because it’s one of the best ways, if not the best way, of reading where the prospect is at during the selling process. Why? Because a variety of things your prospect may say or do could suggest that they have already bought your product or service – at least in the mind.

These Buying Signals can be broken into two groups and are the things to look out for during a sale. However to simplify the issue, I have broken those two

groups into what I consider to be the easier to notice Buying Signals as the first batch, and the secondary level of noticeable Buying Signals.  

The first group are the Physical Buying Signals.

10 PRIMARY PHYSICAL BUYING SIGNALS

These 10 Primary Physical Buying Signals are the ones I usually refer to as the easiest to recognise:

1. Your prospect will become friendlier. He needs to. He knows that if he is not your friend you could let him down. He is now depending on you for delivery, price and so on.

2. Your prospect may ask to see the product or your presentation folder again, and begins to examine it.

3. If your prospect leans forward with greater interest.

4. Your prospect starts to fiddle with a pen as if he wants to write, or simply holds it in his hand.

5. Your prospect starts fiddling with papers on his desk but keeps eye contact.

6. Your prospect offers you a drink.

7. Your prospect begins to relax.

8. Your prospect ask more questions about your product, or asks for a second or third presentation.

9. Your prospect brings another person into the room.

10. Your prospect volunteers the names of other people who could use your product, or ones similar to the one you are selling.

But even though these are what are known as defined Buying Signals, beware of some of the dangers which are associated with them. 

If you are asked to have a drink, suggest you do the paperwork or work out the details first. If you don't, by the time you've finished your coffee the prospect could go cold.

The same dangers apply to your prospect's friendliness, interest, or any of the other Physical Buying Signals mentioned previously.

The suggestion here is, act swiftly, but cautiously - but act. forge

30 VERBAL BUYING SIGNALS

The best way to recognise the Verbal Buying Signal is to realise that in selling the salesperson should ask quite a number of questions in order to direct the presentation to the point where the Sale can be Closed. But sooner or later there will come a point when your prospect will begin to ask questions. 

These are your Verbal Buying Signals - learn to recognise them, but more importantly, learn to welcome them. 

So that you may learn to recognise these Verbal Buying Signals quickly and easily, I have prepared what may be termed as the most commonly used and understood Verbal Buying Signals. But don't try to memorise them, for there is a similarity of sorts between them all.

1. "When can I expect delivery?"

2. "I really could get a lot of pleasure from this."

3. "I can really see how it will benefit me."

4. "That's a good point. Can you tell me a little more?"

5. "Really, I didn't intend spending as much as that."

6. "Your competitor's product was much cheaper."

7. "Your competitor's product didn't have as many features."

8. "Your competitor's product was much dearer. Will this one do as much as his?"

9. "Does it come in green as well?"

10. "Will it fit in my factory?" (or car or house could be included).

11. "All I do is install and forget it, is that right?"

12. "You mean I get all of that?"

13 "I'm not sure my wife will appreciate this." (This may also be stated with the prospects secretary, workers, children and so on.)

14. "Are you sure there won't be any technical faults?"

15. "What about service backup?"

16. "Are there spare parts readily available?"

17. "Will it be compatible with my other machinery?"

18. "I get the feeling it will be too hard to operate."

19. "I'm not sure I can use that service right now."

20. "Do you make finance available?"

21. "How long can I use it before I get it serviced or repaired?"

22. "Do you have a maintenance agreement?"

23. "What guarantees come with it?"

24. "What if I find I don't like it?"

25. "Tell me again, what do I get for my money?"

26. "How soon before I can expect a result?"

27. "Can I have it installed by the 10th?"

28. If you are selling to two people, one will ask the other, "What do you think?"

And now the two buying signals most easily recognised:

29. Your prospect asks you for your pen.

30. Your prospect asks you for your order pad.

Well, what do you do in a case like that? Give your prospect your pen and your order pad too, and tell him/her how to fill it in. 

But remember, no Close will work until you do a good selling job in the first place. 

Verbal or Physical Buying Signals are only a guide that the prospect is warm to buy.

If you know "How to Close" during this "When to Close" situation, then you will most definitely Close more Sales.

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This Article is by Peter Collins - In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others - whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 65 Business Books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring. ? Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, all rights reserved. Peter can be contacted through his website – profitmakersales.com

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