Tag Archives: Buying signals

In selling, sometimes the best thing to say is nothing . . . just listen, then work from what you hear

Sales tip: silence is one of the essential communication skills . . . and a powerful selling skill, as well.

When you're in the 1-1 selling face-to-face mode, non-verbals can be just as significant—and telling–as words.

Think of the questions you ask in a sales call as seeds. It's crucial to give the questions time to grow, and the power of silence gives that time. After you ask, be silent, even if it means letting the silence hang in the air. That gives the prospect time to think and respond.

Ask a question, then let it "grow" in the silence and listen closely to the response. In some cases, you'll need to rephrase the question so it's clearer, or to focus the Decision Maker's response so it's more on target.

But those are exceptions. As a rule, once you've asked the question, bite your tongue and let the prospect talk. Listening well is at least as important a communication skill as speaking confidently.

There are other good reasons to ask fewer questions and allow more silence: constant interruptions to ask new questions may irritate the prospect.

Besides, if you let the prospect go at her own pace, and in the general direction she thinks best, you may find other potential needs opening up in ways that you wouldn't have anticipated.

Above all, don't be so busy asking questions (and thinking of what your next questions will be) that you neglect to listen to the answers you do get.  That's another benefit of the power of silence: silence gives you time not just to listen, but also time to think ahead.

Just what IS a buying signal?

A buying signal may come as any of a variety of  types of often subtle cues that the mood has shifted, and the other person is now ready to agree . . . or at least to be open to what you propose.

 


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Buying signals

Just what IS a buying signal?

A buying signal is some kind of often subtle signal that the mood has shifted and the other person is now ready to agree . . . or at least to be open to what you propose.

In other words, a "buying signal" may signal readiness to . . . 


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Objections and questions as buying signals

Objections and questions as buying signals — cues that the prospect is ready to buy, or at the very least, nearly ready.

Sometimes, when you look through a prospect's question, or even what appears to be an objection, you find that they are subconsciously signaling their readiness to buy.

For example, you may encounter the question, "How soon could you install?"


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Buying signals in the face-to-face meeting

In a previous post, we addressed buying signals in general.  Now we look more specifically at the kind of buying signals you might encounter once you're actually face-to-face with the Prospect.

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Buying signals: what they are, and what to be alert for

Buying signals are clues that the mood has shifted and the other
person is now ready to agree . . . or at least to be open to what you
propose.

To clarify, a "buying signal" doesn't just mean
readiness to purchase; it also includes readiness or openness to take
interim steps along the way—such as to hear you out, to hear more, or
to take the next step.

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Buying signals — from the Gatekeeper or Screen

Buying signals from the gatekeeper or screen: What kinds of cues should you be alert for? (For the records, gatekeeper and screen are usually interchangeable terms, and may apply to anyone from the guard at the gate to the secretary to the personal assistant to the Decision Maker.)

Be attuned for the subtle clues, or buying signals,  gatekeepers may send that indicate that this secretary or other screen is becoming interested, and hence relaxing the barrier.

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