Buying signals and closing

12 years ago

How much do you charge?

How long does it take to get results?

How do customers see me on search engines?

I want links going down the side, can you do that?

can you link it to_____?

Do I get to choose my own template or design?

What do I have to do from my end?

Almost any question they ask that tells you they are "considering" is a buying signal.

Once you get buying signals you are in as long as you dont blow it and give the right answers... anytime you get the idea that they are considering the pros and cons, it means they are leaning toward buying but just want to be comforted. You can drive it home.

Do I get my own domain or is it a subdomain?

Is this a template page?

Can I update it when I need to?

Do You are charge for updates?

Do my employees get their own dot com email addresses?

Can I put pictures of my staff?

Can I list___________ or____________?

You arent like this other guy who ___________ are you?

You arent going to charge me for ____________ are you?

Do I get stat reports?

Again, almost any question they ask is a plea for comfort because they are considering you, and thats a buying signal. It shows their interest.

It can also come in the form of statements and not questions such as:

I was really concerned with the last guy because he___________

I really wanted _________ on my last site but the guy said _____________

Last time some guy quoted me he said ___________ but I thought that was way too much...

They are telling you they want someone to work with and want to be sure you are the right guy. This can get very deep.... this should be an interesting thread.

Basically anything you see that tells you they are still interested means you havent blown it.

The fact that you are sitting in their office at all is a sign of initial interest... An object in motion stays in motion till its met with resistance... as long as you say the right things you can easily close fifty percent of the people who invite you out or more.

The initial interest is in motion... just dont create any resistance.

Buying signals mean you have the sale up against the ropes , now all you have to do is pay attention, and look for an opening to knock it out.

BAMMM!

Check in hand.

"Hey Babe, I made money today!! Lets go out and celebrate! Just look at this PHAT check!! Can you believe it? Our business is working!"

[ 2 ] Thanks
2 replies

{{ DiscussionBoard.errors[5089853].message }}

P1

12 years ago

Originally Posted by John Durham

How much do you charge?

How long does it take to get results?

How do customers see me on search engines?

I want links going down the side, can you do that?

can you link it to_____?

Do I get to choose my own template or design?

What do I have to do from my end?

Almost any question they ask that tells you they are "considering" is a buying signal.

Once you get buying signals you are in as long as you dont blow it and give the right answers... anytime you get the idea that they are considering the pros and cons, it means they are leaning toward buying but just want to be comforted. You can drive it home.

Do I get my own domain or is it a subdomain?

Is this a template page?

Can I update it when I need to?

Do You are charge for updates?

Do my employees get their own dot com email addresses?

Can I put pictures of my staff?

Can I list___________ or____________?

You arent like this other guy who ___________ are you?

You arent going to charge me for ____________ are you?

Do I get stat reports?

Again, almost any question they ask is a plea for comfort because they are considering you, and thats a buying signal. It shows their interest.

It can also come in the form of statements and not questions such as:

I was really concerned with the last guy because he___________

I really wanted _________ on my last site but the guy said _____________

Last time some guy quoted me he said ___________ but I thought that was way too much...

They are telling you they want someone to work with and want to be sure you are the right guy. This can get very deep.... this should be an interesting thread.

Basically anything you see that tells you they are still interested means you havent blown it.

The fact that you are sitting in their office at all is a sign of initial interest... An object in motion stays in motion till its met with resistance... as long as you say the right things you can easily close fifty percent of the people who invite you out or more.

The initial interest is in motion... just dont create any resistance.

Buying signals mean you have the sale up against the ropes , now all you have to do is pay attention, and look for an opening to knock it out.

BAMMM!

Check in hand.

"Hey Babe, I made money today!! Lets go out and celebrate! Just look at this PHAT check!! Can you believe it? Our business is working!"

Did all those just come off the top of your head? lol

Thanks

{{ DiscussionBoard.errors[5089986].message }}

kenmichaels 12 years ago

Originally Posted by John Durham

Again, almost any question they ask is a plea for comfort because they are considering you, and thats a buying signal. It shows their interest.

That is pure truth. It also seams to be the hardest thing for new people to learn. well, that and just telling them to go get their credit card.
- Thanks
- 1 reply
Signature

Selling Ain't for Sissies!
{{ DiscussionBoard.errors[5090733].message }}
- John Durham 12 years ago
  
  It would be impossible to address every buying signal in one post, and we are only talking about buying signals; haven't even touched "take aways" yet.
  
  Those are even cooler!
  
  However,
  
  First you address the buying signal by comforting them with a benefit or two...and even go an extra mile, then follow it with a take away, then a relief from the take away.
  
  Example:
  
  Do I get my own domain name?
  
  Yes, its really your own domain too, not a sub domain like alot of these companies issue...
  
  ( You are inferring alot here without saying it... He's thinking "Wow, I didnt know they did that".)
  
  As a matter of fact, we even register it for you and handle all details associated with assigning it to your host ... you dont have to worry about any of the registration details , setting up your own hosting or anything...
  
  (Again your answer is inferring that with other companies he might have to actually get involved with the registration process personally... but you arent saying it... In his mind, it sounds like he is saving himself alot of headaches by hiring you...
  
  Now, that you sound too good to be true, even though the things you mentioned are just normal routine things, you have to add a "take away" to make it seem more "real" again.
  
  I will put the "take away" in red:
  
  Do I get my own domain name?
  
  Yes, its really your own domain too, not a sub domain like alot of these companies issue...
  
  As a matter of fact, we even register it for you and handle all details associated with assigning it to your host ... you dont have to worry about any of the registration details , setting up your own hosting or anything...
  
  Now you will have to pay another $14.00 every 2 years... to keep it current...
  
  (He's thinking "Oh! You are taking away my benefit that I loved so much"?)
  
  Then again you get to provide relief and be his hero again...
  
  But dont worry, they renew it automatically for you... so you dont have to think about it.
  
  (Whew! Relief! You gave back the benefit!)
  
  This sort of emotional cat and mouse , and occasional take away makes him want to act faster at the close before a take away comes... So lets look again:
  
  Do I get my own domain name?
  
  Yes, its really your own domain too, not a sub domain like alot of these companies issue...
  
  As a matter of fact, we even register it for you and handle all details associated with assigning it to your host ... you dont have to worry about any of the registration details, setting up your own hosting or anything...
  
  Now you will have to pay another $14.00 every 2 years... to keep it current... (slight pause and raising of eye brow as if "You understand that right?) But dont worry, they renew it automatically for you... so you dont have to think about it.
  
  The above is an example of how you (or at least "I") work a buying signal. You can try to think of some ways on your own of how you might deal with specific ones...
  
  It would be hard to intellectualize the process here since you dont have much time till your first meeting, or to memorize a system...but just remember what Im saying and try to do it naturally when you are in the situation.
  
  If there is a system I would say...
  
  "Answer the buying signal with the answer, added benefit to make it too good to be true, then a take away to make it true again, and then a relief from the takeaway...
  
  But if all else fails, dont think too hard, just give him a good answer that will meet his buying signal with satisfaction...
  
  During (throughout) the meeting try to keep a sense of when to offer benefits and when hes feeling you are too good to be true, and provide a take away in those moments.
  
  Then relieve the take away... dont be mechanical though, try to be natural.
  
  You can do it. A few meetings you will be fine. The biggest thing to remember is that if he wasnt interested, then you wouldnt be there.
  
  "An object in motion stays in motion...". The biggest part of your job will be "Just dont blow the interest thats already there".
  
  Good luck.
  
  Ps. I truly hope this is to help someone with an appointment and doesnt end up in a WSo... you never know these days. No offense but alot of people have ZERO conscious about authenticity.
  
  Originally Posted by kenmichaels
  
  That is pure truth. It also seams to be the hardest thing for new people to learn. well, that and just telling them to go get their credit card.
  
  Thats the easy part, if you worked through pitch thoroughly, its the natural conclusion to end the meeting, and comes across easily...
  
  At the end of your pitch ask if there are any questions... he will probably say "What do I need to do to get started"... then you just say well... I can go ahead and get this started as soon as we get your down payment processed...I can either do that by cash credit card or check, whichever is easiest for you... (pause and let him answer).
  
  If he doesnt ask first then close by saying...
  
  "Okay well I think I have everything I need here... now as far as payment ....".
  
  Next thing you know you are driving down the road, calling the wife saying "I got it honey, I slammed it home..."!
  
  Thanks
  
  {{ DiscussionBoard.errors[5090890].message }}

John Durham

12 years ago

Uh.....Yup.

[ 2 ] Thanks
1 reply

{{ DiscussionBoard.errors[5089991].message }}

sandalwood 12 years ago

Absolutely amazing at how a question from the client screams I want to buy. It doesn't matter if you are selling insurance, seo, vacuum cleaners, cat food or whatever. Great answer John but us lowly mortals don't expect anything less from you -)

Have a great day...
- [ 1 ] Thanks
Signature
Get 30% or More Retirement Income If you are serious about your retirement, you'll love this product.

The Money Ferret Finance Article Directory
{{ DiscussionBoard.errors[5090248].message }}

1TIME

12 years ago

Thanks John great explanation. So once I answer those questions confidently what should I say to close smoothly without sounding desperate to get the sale? From what I've read so far you should always ask for the sale as it is proper closing procedure if I'm correct?

Thanks

{{ DiscussionBoard.errors[5090273].message }}

imback

12 years ago

John's answer is money haha,

but any type of positive emotion is a key sign they are ready for a call to action!

CHAD

Thanks

{{ DiscussionBoard.errors[5090570].message }}

Sue Bruce

12 years ago

Silence is a buying signal. They are contemplating what you said thus far. Assume they are waiting for you to lead them to a close.

Every question they ask is is a buying signal. Experience will give you the confidence to answer every one of them with confidence.

Either way, you keep going til you hear "not interested", click. Only then is it out of your control.

Thanks

{{ DiscussionBoard.errors[5111572].message }}

ClaireParks

12 years ago

Well, this was a nice article. I am hoping that you are to share more ideas regarding the gadgets.

Thanks

{{ DiscussionBoard.errors[5111773].message }}

Buying signals and closing

Trending Topics

Been a while! Any of you Old Timers here?

How much does the rebranding affect CR ?

Boat and Jet Ski Rentals...... Door Hangers Effective?

Clickbank low cost recurring

Are billboards still effective in driving customers?