The following is adapted from the book, The Worst Salesman in the World, a compendium of bad sales behavior that all too many of us have practiced or experienced ourselves. Study well what this article has to offer and learn to do the opposite. Meanwhile, let each Then Again box help to point you in the right direction. The wisdom they contain will lead you to happier buyers and increased sales.
|Respond Appropriately to Buying Signals|
Through a variety of verbal and non-verbal signals, buyers may indicate enthusiasm or excitement about your product. This is whats called a buying signal, signaling to the seller theyre ready to buy. Its your job to know how to read these signals and respond appropriately as you challenge each signal.
VERBAL BUYING SIGNALS
NONVERBAL BUYING SIGNALS
The moment you hear or see these buying signals, you know its time to go for the close. Or at least a trial close. Why not try ...
Joel Saltzman is a speaker, facilitator,
and consultant who teaches people in business to Shake That Brain! ® -
for winning solutions AND lots of fun. Look for his latest book, Shake That
Brain!, to be published by Wiley 2/06. Joel can be reached in San Diego at
(619) 543-9432 e-mail: firstname.lastname@example.org