Are you missing the ball with buying signals???

32 replies
We've had a sales thread on rebuttals but I wanted to start a thread on buying signals.

The reason why is because I know there are some sales pro's around here who've been in the game long enough to recognize a buying signal and what to do about it.

Some here are newer and I know you've all most likely missed buying signals and ended up not making the sale.

I'll start off with one of my favorite buying signals.

After the pitch and perhaps some answered questions the prospect says...

What happens next? <-- Buying signal!!!!

OK pro's please post the buying signals you've come across over the years!

Thanks!
#ball #buying #missing #signals
  • Profile picture of the author Claude Whitacre
    Originally Posted by Rus Sells View Post

    We've had a sales thread on rebuttals but I wanted to start a thread on buying signals.

    The reason why is because I know there are some sales pro's around here who've been in the game long enough to recognize a buying signal and what to do about it.

    Some here are newer and I know you've all most likely missed buying signals and ended up not making the sale.

    I'll start off with one of my favorite buying signals.

    After the pitch and perhaps some answered questions the prospect says...

    What happens next? <-- Buying signal!!!!

    OK pro's please post the buying signals you've come across over the years!

    Thanks!
    Great subject. let me get lunch first.
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    • Profile picture of the author Claude Whitacre
      I can't wait until after lunch. Someone will say something brilliant before I get a chance to...and tat cannot be allowed.


      These signals mean that the buyer is in the process of saying "Yes". They may not know it consciously, but that's what's happening.


      The husband or wife squeezes the hand of the spouse.
      They ask a question you would only ask after you bought the product.
      They ask for payment options.
      They lie (in your favor) about what they have now.
      The ask the other one 'What do you think?" (they are looking for support to buy)
      They say that they have been thinking about getting whatever you sell.
      They slightly lean forward looking at your proposal (or whatever you sell)
      They touch your proposal (or whatever you sell)
      They nod their head slightly in agreement,usually unconsciously.
      They ask delivery (or equivalent) questions.
      They ask about methods of payment (as close to screaming that the want to buy as you can get)
      They ask your opinion on what they should do (another scream "I want to buy!")
      They ask for a minute alone (or with the partner/spouse) to think about it.
      They say "Well, I have to do something"
      They say that the have been talking about it before you got there.


      Ok , back to lunch!
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  • Profile picture of the author kenmichaels
    I am with xxx but i'm not to happy with them.
    -
    why are you better then xxx
    -
    can you do that in ( any color shape or size )
    -
    can you still get me an 800 #
    -
    who controls my account
    -
    how does transferring work


    I could go on for HOURS.

    Some of the best buying signals ... aren't even said ...
    You feel them when there voice changes.


    The best buying signal of all time.

    Can you work with me on the price a little?

    I am always amazed at how often the newbies miss that.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by kenmichaels View Post

      I am with xxx but i'm not to happy with them.
      -
      why are you better then xxx
      -
      can you do that in ( any color shape or size )
      -
      can you still get me an 800 #
      -
      who controls my account
      -
      how does transferring work


      I could go on for HOURS.

      Some of the best buying signals ... aren't even said ...
      You feel them when there voice changes.



      The best buying signal of all time.

      Can you work with me on the price a little?

      I am always amazed at how often the newbies miss that.
      Brilliant. Absolutely Brilliant. But Now....The War Is On!
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      • Profile picture of the author Claude Whitacre
        Are there a lot of people doing this?
        Can you tell me about your guarantee?
        My competitor isn't doing this, is he?
        Who else in my area is doing this?
        Do I get exclusivity?
        What happens If I drop out in a year?

        They sigh.....it usually means a decision is made.
        And...

        If I buy today, will Ken Michaels admit that Claude Whitacre is a greater salesman than he is?

        This contest will be won by accumulated number of "Thanks", not including the contestants.


        Sorry, I don't make up the rules.
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        • Profile picture of the author kenmichaels
          Originally Posted by Claude Whitacre View Post

          If I buy today, will Ken Michaels admit that Claude Whitacre is a greater salesman than he is?
          lol, NEVA even if it were true ... I would never admit it


          Originally Posted by Claude Whitacre View Post

          Sorry, I don't make up the rules.
          uh hm, i think you just did.

          and to ad a little value to this post.

          how long does it take?
          -
          why do you do ( insert anything )
          -
          a few years ago i tried ( doesn't matter what ) it means he paying attention
          and if the "i tried" is relevant to what your talking about
          it is a clear buying signal. --- even if what he tried did not work ---
          -

          this sounds great ... but ...
          "this sounds great" is the buying signal, "but" is the objection to find and
          fix


          And Claudius ... before you go and create 5000 lines of buying signals to wuup me

          let me beat you to the punch ...

          Almost any question they ask ... that isn't negative .. and quite often those as well.

          is a buying signal.

          infinity + 1

          check and mate
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          • Profile picture of the author Claude Whitacre
            Damn you to hell!!!!!

            You may win the game of chess, my furry friend....but I can still set the chess board on fire!

            Quick! Everyone! Give me a ton of "Thank You"s.

            Let us leave this scurrilous knave in the bowels of hell!
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          • Profile picture of the author Deidra Renee
            Originally Posted by kenmichaels View Post

            lol, NEVA even if it were true ... I would never admit it




            uh hm, i think you just did.

            and to ad a little value to this post.

            how long does it take?
            -
            why do you do ( insert anything )
            -
            a few years ago i tried ( doesn't matter what ) it means he paying attention
            and if the "i tried" is relevant to what your talking about
            it is a clear buying signal. --- even if what he tried did not work ---
            -

            this sounds great ... but ...
            "this sounds great" is the buying signal, "but" is the objection to find and
            fix


            And Claudius ... before you go and create 5000 lines of buying signals to wuup me

            let me beat you to the punch ...

            Almost any question they ask ... that isn't negative .. and quite often those as well.

            is a buying signal.

            infinity + 1

            check and mate
            That's what I was going to say. If they're asking you anything about your product, they're interested. If they're showing interest, it's a buying signal.

            Example: *Well, what does (your package/product) include? That's a MAJOR buying signal especially if you already went over the price. But pretty much anytime they're fetching for more information, it's a buying signle IMO.
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  • -- asking you to repeat parts of the presentation (warranty, payments)
    -- asking for references
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  • Profile picture of the author Aaron Doud
    Let's see if I can name some of the ones that even some veterans miss.

    1. They tell you about the "other one" ie the other company or product they are considering.

    This tells you they are serious on buying and the "other one" missed an opportunity to sell them on it. Once you hear this unless you simply can't meet their needs they are buying.

    2. "I am not buying today."

    9/10 They are buying today. In fact they are so ready to buy they are trying to convince themselves that they will not do it. One of my favorites. I get so excited when I hear it.

    3. I am shopping (getting quotes/going to dealers/etc) today (this week/etc)

    They are buying and will likely buy today. The only question is are they buying from you or your competitor.

    4. _____ told me to ask for you (call you, etc)

    Referrals in general are buyers. Seriously do you think they just sit around with their friends and talk about your product or service? No they need it and _____ trusts you. All that trust was instantly transferred. Depending on how long a sale takes in your industry they will be buying with a few mins or hours.

    5. They bring up price (since you know better than to do that, right?)

    Once they bring up price (during or after a presentation) they are buying. Just don't switch into price mode too soon as you must build the value still. Some will ask for price first which is a buying signal but getting into price too much that soon will lose it. Know the signal but know when it is too soon to close.

    On the opposite how about some signals that sales professionals think are buying signals but really are not.

    1. I am buying today.

    This is a negotiation tactic. This guy is either not buying or will attempt to bend you over for the lowest price. The only way this guy is buying is if he feels he beat you up. I've seen too many Sales Professionals fall all over these guys. I hear this and I prepare for the battle ahead. My mission is to make the battle as short as possible. Either he buys or he walks. I personally will not feed his ego by falling on my sword. Sometimes being willing to walk away will close these guys as they feel they won if they break you down to that point.

    2. They talk about the future business they will send you.

    If they talk about how they will send you referrals or how they will be buying _____ in the future just remember what it is.... a negotiation tactic. Like the "buying today" guys (often they do both) these guys just want to "win". They think that by doing this you will lower your price now since they are worth more in the future. Trust me they are not.

    3. I'm related to _____

    Owners, Previous customers, senators, and etc. I have heard it all. They think that by doing this that they will get a better deal. Remember the difference between this and a real referral. It's subtle but something that every veteran needs to learn to do. I've actually had previous customers apologize later for these guys. "I hope _____ wasn't too much trouble. He asked me who I bought from and I gave him your name."

    4. I'm just waiting for my settlement/house to sell/whatever.

    9/10 This just means they are not ready to buy. Those are just the excuses they give to themselves on why they can't buy what they want (ie what you sell). This is not a buying signal but many n00bs get excited and mentally start cashing the commission in their head. It may come down the line but they normally won't even remember you when they come in next year and the following year...... etc etc.

    5. I am looking for a,b,c,d,e,f,...z (aka the Unicorn)

    What they want doesn't exist and they have been told that by salesman before you. Probe to see which are "must haves" but once that list gets too long realize you have a unicorn hunter on your hands.

    6. True Buying Signals from the Non-decision maker.

    Learning who the decision maker really is can be one of the most challenging skills for a sales professional. The decision maker is not always who has the money (n00b mistake). It is not even always who will use it (see this a lot). I've been in situations where the decision maker was literally the 7 year old middle child in a family of five. This is why in group settings it is so important to get everyone in the group to give buying signals. I don't care if the husband makes 7 figures and the wife doesn't talk. If she is the power behind the purse you will never sell until she is ready to buy.

    I have seen way too many times where a sales professional gets buying signals from one person in the group who he assumes is the decision maker and can't figure out why he couldn't close them. I've seen guys who you can literally point out the dynamics and they still won't understand.

    And I've seen people here so often talk about getting to the owner. I don't care if I ever talk to the owner. If the decision maker is the receptionist who makes $10/hr that is who I need to sell. It's why I am so vocal on actually asking gatekeepers the right questions to find who you need to talk to. Never make assumptions on who the decision maker is. Sometimes it is the 7 year old middle child in the family.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Aaron Doud View Post

      Let's see if I can name some of the ones that even some veterans miss.

      1. They tell you about the "other one" ie the other company or product they are considering.

      This tells you they are serious on buying and the "other one" missed an opportunity to sell them on it. Once you hear this unless you simply can't meet their needs they are buying.

      2. "I am not buying today."

      9/10 They are buying today. In fact they are so ready to buy they are trying to convince themselves that they will not do it. One of my favorites. I get so excited when I hear it.

      3. I am shopping (getting quotes/going to dealers/etc) today (this week/etc)

      They are buying and will likely buy today. The only question is are they buying from you or your competitor.

      4. _____ told me to ask for you (call you, etc)

      Referrals in general are buyers. Seriously do you think they just sit around with their friends and talk about your product or service? No they need it and _____ trusts you. All that trust was instantly transferred. Depending on how long a sale takes in your industry they will be buying with a few mins or hours.

      5. They bring up price (since you know better than to do that, right?)

      Once they bring up price (during or after a presentation) they are buying. Just don't switch into price mode too soon as you must build the value still. Some will ask for price first which is a buying signal but getting into price too much that soon will lose it. Know the signal but know when it is too soon to close.

      On the opposite how about some signals that sales professionals think are buying signals but really are not.

      1. I am buying today.

      This is a negotiation tactic. This guy is either not buying or will attempt to bend you over for the lowest price. The only way this guy is buying is if he feels he beat you up. I've seen too many Sales Professionals fall all over these guys. I hear this and I prepare for the battle ahead. My mission is to make the battle as short as possible. Either he buys or he walks. I personally will not feed his ego by falling on my sword. Sometimes being willing to walk away will close these guys as they feel they won if they break you down to that point.

      2. They talk about the future business they will send you.

      If they talk about how they will send you referrals or how they will be buying _____ in the future just remember what it is.... a negotiation tactic. Like the "buying today" guys (often they do both) these guys just want to "win". They think that by doing this you will lower your price now since they are worth more in the future. Trust me they are not.

      3. I'm related to _____

      Owners, Previous customers, senators, and etc. I have heard it all. They think that by doing this that they will get a better deal. Remember the difference between this and a real referral. It's subtle but something that every veteran needs to learn to do. I've actually had previous customers apologize later for these guys. "I hope _____ wasn't too much trouble. He asked me who I bought from and I gave him your name."

      4. I'm just waiting for my settlement/house to sell/whatever.

      9/10 This just means they are not ready to buy. Those are just the excuses they give to themselves on why they can't buy what they want (ie what you sell). This is not a buying signal but many n00bs get excited and mentally start cashing the commission in their head. It may come down the line but they normally won't even remember you when they come in next year and the following year...... etc etc.

      5. I am looking for a,b,c,d,e,f,...z (aka the Unicorn)

      What they want doesn't exist and they have been told that by salesman before you. Probe to see which are "must haves" but once that list gets too long realize you have a unicorn hunter on your hands.

      6. True Buying Signals from the Non-decision maker.

      Learning who the decision maker really is can be one of the most challenging skills for a sales professional. The decision maker is not always who has the money (n00b mistake). It is not even always who will use it (see this a lot). I've been in situations where the decision maker was literally the 7 year old middle child in a family of five. This is why in group settings it is so important to get everyone in the group to give buying signals. I don't care if the husband makes 7 figures and the wife doesn't talk. If she is the power behind the purse you will never sell until she is ready to buy.

      I have seen way too many times where a sales professional gets buying signals from one person in the group who he assumes is the decision maker and can't figure out why he couldn't close them. I've seen guys who you can literally point out the dynamics and they still won't understand.

      And I've seen people here so often talk about getting to the owner. I don't care if I ever talk to the owner. If the decision maker is the receptionist who makes $10/hr that is who I need to sell. It's why I am so vocal on actually asking gatekeepers the right questions to find who you need to talk to. Never make assumptions on who the decision maker is. Sometimes it is the 7 year old middle child in the family.

      Aaron; It looks like you're a Player!

      "I've been in situations where the decision maker was literally the 7 year old middle child in a family of five". Wow..Wow! Absolutely seen it myself.
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      "Those who know that they are profound strive for clarity. Those who would like to seem profound to the crowd strive for obscurity" Friedrich Nietzsche
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      • Profile picture of the author kenmichaels
        Originally Posted by Claude Whitacre View Post

        Aaron; It looks like you're a Player!

        "I've been in situations where the decision maker was literally the 7 year old middle child in a family of five". Wow..Wow! Absolutely seen it myself.
        I feel left out. That is actually something I have yet to witness.
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        • Profile picture of the author Claude Whitacre
          Originally Posted by kenmichaels View Post

          I feel left out. That is actually something I have yet to witness.
          Yup. In home sales. I've had sales either made or lost by kids (from noisy babies to teenagers that want their parents to buy them something), to grandparents, to neighbors stopping by. It's worked both ways.

          I've had them buy because their teenage daughter liked the color, and promised to do the vacuuming forever.

          I've seen sales ruined because the dog bit me and I mentioned it to them.

          I've lost sales because the sound of the vacuum scared the baby.

          I've made sales because the wife thought I was related to her in some way.

          There are as many stupid reason for buying as for Not buying.
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    • Profile picture of the author DABK
      I see you've met my receptionist from when I had my appraisal company!

      I paid her 10 bucks an hour and if she said I needed to buy something it was bought.

      If she didn't like a sales man or woman, I didn't like them either.

      And every now and again I'd got to Office Depot and buy something not too expensive all on my own, just to show the world who was in charge! :rolleyes:

      PS Turned out the world didn't care. And, alas, woe it's me, it still doesn't.

      PPS That woman saved me a lot of pointless conversations, often with people who thought that if they could talk through my objections or louder than me, I'd buy.


      Originally Posted by Aaron Doud View Post

      If the decision maker is the receptionist who makes $10/hr that is who I need to sell. It's why I am so vocal on actually asking gatekeepers the right questions to find who you need to talk to. Never make assumptions on who the decision maker is.
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    • Profile picture of the author socialentry
      Originally Posted by Aaron Doud View Post

      2. "I am not buying today."

      9/10 They are buying today. In fact they are so ready to buy they are trying to convince themselves that they will not do it. One of my favorites. I get so excited when I hear it.

      3. I am shopping (getting quotes/going to dealers/etc) today (this week/etc)

      They are buying and will likely buy today. The only question is are they buying from you or your competitor.
      sorry I'm necroing an old thread but I have a problem.

      I'm selling cell phones over the phone for a canadian telecoms (long story)
      and I actually get #2 and #1 several times a day.

      Or I get

      "I am not making a decision right now" " You won't get a decision from me right now, that's for sure" or a variation.

      When I try to rebut, in trying to establish things like scarcity, time constraints, etc.I can't possibly think of a credible reason to buy now. I usually get a response like

      "Yes, but you guys do specials all the time, no?"

      the problem is the way the company have positioned itself. It's very well known in Quebec so the clients get calls from all the competitors. Customer service gives credit when they are unhappy.

      the fact that they actually DO make new specials and advertise them periodically doesn't help. The competitors have sales teams to retain their clients that can give stuff like 2-3 months free when the prospect negotiates.

      I'd just like to avoid call backs because they are a hassle, but is that even possible with the constraints I have? what do you do when that happens?

      Thanks
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      • Profile picture of the author Claude Whitacre
        Originally Posted by socialentry View Post

        sorry I'm necroing an old thread but I have a problem.

        I'm selling cell phones over the phone for a canadian telecoms (long story)
        and I actually get #2 and #1 several times a day.

        Or I get

        "I am not making a decision right now" " You won't get a decision from me right now, that's for sure" or a variation.

        When I try to rebut, in trying to establish things like scarcity, time constraints, etc.I can't possibly think of a credible reason to buy now. I usually get a response like

        "Yes, but you guys do specials all the time, no?"

        the problem is the way the company have positioned itself. It's very well known in Quebec so the clients get calls from all the competitors. Customer service gives credit when they are unhappy.

        the fact that they actually DO make new specials and advertise them periodically doesn't help. The competitors have sales teams to retain their clients that can give stuff like 2-3 months free when the prospect negotiates.

        I'd just like to avoid call backs because they are a hassle, but is that even possible with the constraints I have? what do you do when that happens?

        Thanks
        It depends on how valuable a call back is. In my business, it's not valuable at all.

        Make a list of the advantages the customer gets from buying from you (not others) , and buying now (not later). It doesn't have to be a long list.

        You have to think of a reason (that isn't an outright lie) that they shold buy today. It should be something beyond your control.

        " just got news that there is going to be a price increase at the end of the month"...that kind of thing.

        In my retail store, every Saturday is "The last day of the sale". Every last day of the month is "The last day of the sale". We are constantly getting new models in, and liquidating old models.

        You just need to think of something that is happening in your industry, that generates a reason to buy now...so they won't assume that there is always going to be another sale.

        Can you say that your offer is a"Beta test"?
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        "Those who know that they are profound strive for clarity. Those who would like to seem profound to the crowd strive for obscurity" Friedrich Nietzsche
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  • Here are some other types of buying signals (not directly on the sales call):

    --tweets about your solution (I am considering aaa, bbb, ccc, etc)
    --asks about others experience on facebook and other social media
    --signs up for a free trial
    --repeatedly visits the pricing page (from analytics)
    --asks about your product in related online forums
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  • Profile picture of the author Aaron Doud
    The child as decision maker is one of the weirdest situations to be in.

    I read the situation early on that it was the case, feared being wrong, but trusted my gut. Once I sold the child on it the process was simple. By the end I was literally just letting the rest of the family join us and walk around. I just focused on that child.

    Looking back I have to admit to many it would have seem silly and even risky but I just knew that was the decision maker. The parents were just the rubber stamp.

    I have to admit after that day my internal trust in myself jumped ten fold. I never question my gut much anymore after that.

    To someone just starting in sales it is hard to explain how you "just know". Some people will go whole sales careers without training themselves to "just know". And I've seen others who "trust" their guts too soon in their careers and use their gut as an excuse to pre-qualify people. "He's not a buyer look how he is dressed" and etc.

    I wish I knew better how to explain that true "just know" feeling vs. that prequalify that so many think is it. They are worlds apart but feel so similar to the untrained.

    That difference is why I will take an untrained n00b with the right attitude and basic skills over an average veteran. It is easier to take the n00b through the training steps vs. retraining someone who has learned to justify average.

    Now on the other hand give me a vet who has been a lazy under achiever in the past and I have no problem with showing him how and why with the right training and pay structure selling for me will be the easiest and best paying job he ever had. But the key is to get the guy who knows he can do better but chooses not to because it hasn't been worth the effort. The normal average vet doesn't know that he is average by choice. He is unconsciously successful and thus average and likely to always been average. The lazy underachiever is choosing to be average (or above average but not to potential) and people who are truly conscious of their success are powerful and rare. They are diamonds waiting to be mined and cut by managers and companies that know how to make the rewards go up and the "work" go down the more they sell.
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  • Profile picture of the author cash89
    "Where do we go from here?"
    "What if it (breaks, stops working, etc)?" - They want to buy, but want to be safe
    "When can it be done by?"

    These are the most common ones I run into
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    • Profile picture of the author Aaron Doud
      Originally Posted by cash89 View Post

      "Where do we go from here?"
      "What if it (breaks, stops working, etc)?" - They want to buy, but want to be safe
      "When can it be done by?"

      These are the most common ones I run into
      To add to that any mention of "warranty" or questions on a "guarantee" are huge signals related to safety being their only "objection".

      Similar are mentions of average life span and such for physical products.
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      • Profile picture of the author qu4rk
        Do you have a contract I can look at?
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  • Profile picture of the author misterme
    Hmmmm. Best buying signal: "Who do I make the check out to?"
    (I just had to give Claude a run for his money.)

    There's a difference though between signals that show buying interest and signals which indicate they've taken mental ownership of the service/product.

    It's when they've taken mental ownership that they're "sold" and you can wrap it up:

    They speak as if they already acquired the product/service.

    They act more relaxed, smiling, laughing, joking. If it's a couple, they look at each other and smile.

    They stop asking you questions about the $%%##@ price.
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    • Profile picture of the author Rus Sells
      Very good points and it is truth!

      Originally Posted by misterme View Post

      Hmmmm. Best buying signal: "Who do I make the check out to?"
      (I just had to give Claude a run for his money.)

      There's a difference though between signals that show buying interest and signals which indicate they've taken mental ownership of the service/product.

      It's when they've taken mental ownership that they're "sold" and you can wrap it up:

      They speak as if they already acquired the product/service.

      They act more relaxed, smiling, laughing, joking. If it's a couple, they look at each other and smile.

      They stop asking you questions about the $%%##@ price.
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      • Profile picture of the author Claude Whitacre
        I think this needs to be added (proving my complete dominance over Ken and Mrme) :rolleyes:

        Newbies (and some experienced sales people) will hear or see these buying signals and just ask them to buy.

        Sometimes that's a mistake. If you jar their brain with an "out of context" hard close, you can disrupt their thinking, and they will rebel.

        It's like throwing a penny into a large funnel. It rolls around in a circle, then a tighter circle, then faster..until it drops through the hole in the bottom.

        After I hear a clear buying statement, I may look at the one who didn't say it, and ask "Is that OK with you too?". And then a few more seconds of one of them justifying why they are buying.

        But that "justifying" process can't be rushed. I usually get a hard "Yes" a few minutes later. After they bounced it back and forth a few times.

        It lets them feel like they "Talked about it", and the sales is stronger.

        This is completely different from you (or me) talking past the sale.
        You should get a "Yes" when they are hottest, never after they have started to cool back down.

        Many of these buying signals give you the direction that the conversation is taking. My main thought are to gently let them talk themselves into it, and keep them from talking (Or far worse, keep me from talking )about something else. There is a dance here. And music. You just don't want to make the record skip (see how old I am?)


        Originally Posted by Aaron Doud View Post

        I have to admit after that day my internal trust in myself jumped ten fold. I never question my gut much anymore after that.

        To someone just starting in sales it is hard to explain how you "just know". Some people will go whole sales careers without training themselves to "just know". And I've seen others who "trust" their guts too soon in their careers and use their gut as an excuse to pre-qualify people. "He's not a buyer look how he is dressed" and etc.

        I wish I knew better how to explain that true "just know" feeling vs. that prequalify that so many think is it. They are worlds apart but feel so similar to the untrained.
        My friend, I've done quite a bit of research into that "Just know" feeling. This is what "Trusting your gut" really is, I think. (In my "Book Of Claude Knowledge" it's listed as Claude Theory #879)

        When talking to a prospect, they are giving off thousands of signals you are not aware of on a conscious level. (Actually, non-verbal level is more correct). Your brain is processing all these signals, matching them up with your experience and signals from your Lizard brain (See? I knew I could use that again!). So you get a feeling. Which is nothing more than non-verbal communication between one part of your brain and another. Intuition is what some call it.

        But it's simply one part of your brain trying to tell another part what it should do.

        Most people never develop this facet very much. Women are wired for it more than men.
        But active, hungry, smart salespeople can get a real feel for it after only a few years.
        It's impossible to teach. At least I've never seen a way.

        And knowing who is the real decision maker in a group is often so subtle that it takes a real practiced eye to "Just know".

        And by the way, the prospect ranting and raving (in anger) about whatever you sell...even your own company...is a strong buying signal. We have talked about this a little in the past. But anger is involvement.

        Personally, I think this discussion so far is worth it's weight in gold.
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        "Those who know that they are profound strive for clarity. Those who would like to seem profound to the crowd strive for obscurity" Friedrich Nietzsche
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        • Profile picture of the author kenmichaels
          Originally Posted by Claude Whitacre View Post


          Most people never develop this facet very much. Women are wired for it more than men.
          But active, hungry, smart salespeople can get a real feel for it after only a few years.
          It's impossible to teach. At least I've never seen a way.
          Not to derail russ thread, but when you get good at it, I mean real good at it.

          People start to think your psychic

          That comes with its own set of problems, such as getting way too far
          ahead in the sale, because you know whats going to be said,
          so you wind up saying stuff before its time too and killing the sale.

          call me guilty.

          ... and no joke people really do think i am psychic ... no matter how many
          times i tell them ... I am not psychic, I just pay attention
          Signature

          Selling Ain't for Sissies!
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          • Profile picture of the author Claude Whitacre
            Originally Posted by kenmichaels View Post

            Not to derail russ thread, but when you get good at it, I mean real good at it.

            People start to think your psychic

            That comes with its own set of problems, such as getting way too far
            ahead in the sale, because you know whats going to be said,
            so you wind up saying stuff before its time too and killing the sale.


            call me guilty.

            ... and no joke people really do think i am psychic ... no matter how many
            times i tell them ... I am not psychic, I just pay attention
            I've killed plenty of sales by doing that. Trying to hurry along a process that you see as clear as day. And it derails the whole train of thought.

            I've never been called psychic, but I have been accused a couple of times of using hypnosis.

            I had one nice lady that was a trainee go with me on an appointment, and stop by the next day telling me she told her priest about me, and he told her I was in league with the devil. She gave me two weeks notice.

            I said "I'm in league with the devil, but it's still OK to work for me for two more weeks?. Let me save you from two more weeks of risking your soul. Here's your check".

            She thought I used some satanic power to convince the prospects to buy.
            But that was the lens she saw the world through, and I wasn't going to change it.
            Signature
            One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

            "Those who know that they are profound strive for clarity. Those who would like to seem profound to the crowd strive for obscurity" Friedrich Nietzsche
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          • Profile picture of the author Rus Sells
            Very glad you brought this up Ken. Its like a Grand Master Chess player playing a complete greenhorn.

            The greenhorn doesn't stand a chance, and yes I've blown my load and lost the sale just like you! HAHA

            Originally Posted by kenmichaels View Post

            Not to derail russ thread, but when you get good at it, I mean real good at it.

            People start to think your psychic

            That comes with its own set of problems, such as getting way too far
            ahead in the sale, because you know whats going to be said,
            so you wind up saying stuff before its time too and killing the sale.

            call me guilty.

            ... and no joke people really do think i am psychic ... no matter how many
            times i tell them ... I am not psychic, I just pay attention
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        • Profile picture of the author joe golfer
          Originally Posted by Claude Whitacre View Post

          I think this needs to be added (proving my complete dominance over Ken and Mrme) :rolleyes:

          Newbies (and some experienced sales people) will hear or see these buying signals and just ask them to buy.

          Sometimes that's a mistake. If you jar their brain with an "out of context" hard close, you can disrupt their thinking, and they will rebel.

          It's like throwing a penny into a large funnel. It rolls around in a circle, then a tighter circle, then faster..until it drops through the hole in the bottom.

          After I hear a clear buying statement, I may look at the one who didn't say it, and ask "Is that OK with you too?". And then a few more seconds of one of them justifying why they are buying.

          But that "justifying" process can't be rushed. I usually get a hard "Yes" a few minutes later. After they bounced it back and forth a few times.

          It lets them feel like they "Talked about it", and the sales is stronger.

          This is completely different from you (or me) talking past the sale.
          You should get a "Yes" when they are hottest, never after they have started to cool back down.

          Many of these buying signals give you the direction that the conversation is taking. My main thought are to gently let them talk themselves into it, and keep them from talking (Or far worse, keep me from talking )about something else. There is a dance here. And music. You just don't want to make the record skip (see how old I am?)




          My friend, I've done quite a bit of research into that "Just know" feeling. This is what "Trusting your gut" really is, I think. (In my "Book Of Claude Knowledge" it's listed as Claude Theory #879)

          When talking to a prospect, they are giving off thousands of signals you are not aware of on a conscious level. (Actually, non-verbal level is more correct). Your brain is processing all these signals, matching them up with your experience and signals from your Lizard brain (See? I knew I could use that again!). So you get a feeling. Which is nothing more than non-verbal communication between one part of your brain and another. Intuition is what some call it.

          But it's simply one part of your brain trying to tell another part what it should do.

          Most people never develop this facet very much. Women are wired for it more than men.
          But active, hungry, smart salespeople can get a real feel for it after only a few years.
          It's impossible to teach. At least I've never seen a way.

          And knowing who is the real decision maker in a group is often so subtle that it takes a real practiced eye to "Just know".

          And by the way, the prospect ranting and raving (in anger) about whatever you sell...even your own company...is a strong buying signal. We have talked about this a little in the past. But anger is involvement.

          Personally, I think this discussion so far is worth it's weight in gold.
          They were just talking about this on last night's "Survivor" finale here in the States. The guy who won the million bucks said he "trusted his gut" when playing.

          'Survivor: Cagayan' winner Tony Vlachos on the haters: 'Nobody roots for the aggressor' - Zap2it | News & Features

          The host, Jeff Probst, said that "trusting your gut" is a common trait of winners of the show over the years. He said many contestants make mistakes when they "feel" they should make certain moves in the game, but their analytical mind tells them to go another way.

          I think its the same way in sales. After a few years, you can "feel" how the sale is going very accurately.
          Signature
          Marketing is not a battle of products. It is a battle of perceptions.
          - Jack Trout
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          • Profile picture of the author misterme
            Originally Posted by socialentry View Post

            When I try to rebut, in trying to establish things like scarcity, time constraints, etc.I can't possibly think of a credible reason to buy now. I usually get a response like

            "Yes, but you guys do specials all the time, no?"

            the problem is the way the company have positioned itself. It's very well known in Quebec so the clients get calls from all the competitors. Customer service gives credit when they are unhappy.

            the fact that they actually DO make new specials and advertise them periodically doesn't help. The competitors have sales teams to retain their clients that can give stuff like 2-3 months free when the prospect negotiates.

            I'd just like to avoid call backs because they are a hassle, but is that even possible with the constraints I have? what do you do when that happens?

            Thanks
            You can't rebut with scarcity and time constraints because... the other party's not interested. Without sufficient desire, scarcity and urgency hasn't much of any effect. It's like someone you're not attracted to, who you'd NEVER in a million years ever go out with, saying to you, "better ask me out now before someone else does." Would that motivate you?

            So your company shot itself in the foot by offering specials all the time so potential customers know to wait if they want to buy. But your competitors hang you up then by offering free service. So the only way you can win this game is to change the paradigm. You're not going to win this with any clever rebuttals on the phone. You have to exploit the competition's weakness which means doing some investigation deeper into them as well as knowing your potential customers and what's going on inside their organizations. In other words, you have to get armed with ammunition where you can point out the scenario why them sticking with service from Competition X is going to fail them, telling them the exact reasoning, and the exact consequences, and make a convincing case about why your company can salvage that. It may require going over and above services you normally offer to take care of them. But if you do that level of work, you'll likely become the top sales person in your company.
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            • Profile picture of the author DABK
              Once upon a time, a hot girl I used to know asked me to go help her pick a radio/dvd/speakers system at Sears.

              Some sales guy comes by, starts talking to me about why we're there. I tell him to talk to my friend.

              Within seconds, he's talking to me about how powerful some speakers are.

              I tell him to talk to her.

              Within seconds, he's talking to me about how the sound would shake my house.

              My friend said, Let's go.

              She bought from another store, half an hour later, for a slightly higher price than Sears.

              An Amway guy once tried to sell me on Amway by emphasizing the time I'd save by not having to go to stores, everything would be delivered to me.

              I told him: That does nothing for me. I actually like going to stores, I get to touch things before I buy them. Tell me about...

              He went on talking about how I would not have to go to a store as often.
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  • Profile picture of the author misterme
    Originally Posted by Claude Whitacre View Post

    I had one nice lady that was a trainee go with me on an appointment, and stop by the next day telling me she told her priest about me, and he told her I was in league with the devil.
    I had a mother-in-law who said the same thing about me.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by misterme View Post

      I had a mother-in-law who said the same thing about me.
      Yeah, but in my case it wasn't true. Your Satanic side would explain why you have a secret name and look exactly like Humphrey Bogart! Ha!
      Signature
      One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

      "Those who know that they are profound strive for clarity. Those who would like to seem profound to the crowd strive for obscurity" Friedrich Nietzsche
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