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?"
Seems to me there's too much emphasis these days on "social networking" as a business-building tool. Not just Facebook and Twitter and all of those ways of getting your name out, but the plain old networking— going to civic clubs and business expos and handing out your business card.
All of that is well and good (provided it doesn't take over your life, as I'm hearing about some of the online social networkers/addicts).
But it's not enough to have your name out there and recognizable: even more important is to have a GOOD name, one that carries a positive aura. We'll be focusing on that issue in this and the next item in this series.