05:10 pm
May 22, 2018

Your prospect will signal you when they’re ready to buy.

“Billy, pay attention!” That was your first listening lesson.

Probably delivered when you were too young to pay attention.

Fast forward 20 something years (or more) and you’re STILL not listening.

 

Your customer is telling you he or she is somewhere between “interested” and “ready” in your sales conversation, and you’re pressing to “overcome” some bogus objection because your focus is on “making the sale” rather than “helping the customer buy.”

 

Last week I kicked off the 3-part “Buying Signals” lesson. Here is part two. All parts have one thing in common – you must be LISTENING in order to get the signals, and you must be ready to respond once you hear them.

 

Here’s more of the 21.5 buying signals:

  1. Asking positive questions about you or your business. You may not take them as positive, but they are. “How long have you been with the company?” is asking about you as a salesperson. Will you be here to serve me AFTER the sale. “How long has your company been in business?” They want to know about security, safety, and lower risk.
  2. Wanting something repeated. “What was it that you said before about financing?” “Tell me about that again.” If prospects want to know about it again, that means there is an interest. A buying interest. If you tell them about it again, then you ask them if they want to place the order now, or if they want to hear more stuff again.
  3. Statements about problems with previous vendors. That is huge! When prospects ask, “How long does it take to respond to a service call?” that indicates they have a service problem. Perfect time for you to ask, “Has service been problem?” “Tell me about it.” “What do type of service do you need?” “What kind of response do you need?” “So what you’re saying is, if our service is there for you when you need it we might be the best choice for you?” What you are doing here is asking for the sale, and not giving them any reason or opportunity for the prospect to say no! This type of question is a huge buying signal… you just need to be aware of it, and be prepared to answer it before you walk in the door.
  4. Questions about features or options. “What will it do?” “What will you do?” “Is this standard or optional?” “Is this my best option?” “Does this model come with that?” “Is this standard?” “Do I have to pay extra for this?” What these types of questions mean is that the customer is trying to picture ownership with your stuff attached to it. Your job is to recognize the signal, and be reassuring and prepared to confirm the prospect’s choice.
  5. Questions about productivity. Productivity is a little bit more subtle. They may ask questions like: (I will use a copy machine as an example because everyone uses one), “How many copies a day can it make?” “How often will it break down?” “Will it be easy for my employees to use?” “What is your service response time?” Price plus productivity equals cost. Productivity is a key ingredient in your differentiation. And your job as a salesperson is to get them from “price” to “cost.” Sometimes it may be a price issue, when it is really a cost issue. Your job is to get them to cost. HINT: you never want to be the lowest price.
  6. Questions about quality, guarantee, or warranty. “How long is this under warranty?” “How long will this last?” What the customer is saying to you is: I want to own this, but I want more reassurance.
  7. Questions about qualifications. “Now qualifications” take 3 different paths: One is your qualifications. The second is your company’s qualifications. The third is your product’s qualifications. ASK YOURSELF: Can all your people answer all customer’s questions on the phone? Can I call you directly if I had a problem? Do you have a special help desk? All of these things relate to some form of ownership in the prospects mind.
  8. Specific positive questions about the company. “What other products do you carry?” “How long have you been making this one?” “What happened to the last model?” “Do you have a new model coming out shortly?” Major Clue: Answer all questions briefly and immediately. Don’t whip out the catalog or a bunch of slides. Instead, say, “Mr. Jones, let me take you on a brief virtual tour of our factory or warehouse. Let me show you some of our other products and how they can help you.”
  9. Specific products or service questions. “How does the manual feed operate?” “Do you select the trainer or do I?” Make certain that your customer feels totally at ease about all elements of purchase and operation, including the equipment and the operation of your business. Put them at ease, but also ask for the sale.

 

More signals? Oh yeah! The rest of the 21.5 buying signals will be right here next week. Stay tuned!…

 

Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His real-world ideas and content are also available as online courses at www.GitomerLearningAcademy.com. For information about training and seminars visit www.Gitomer.com or www.GitomerCertifiedAdvisors.com, or email Jeffrey personally at salesman@gitomer.com.

 

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135 comments

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  • Ha ha ha!! I love your comment. I’m out of Canada at the moment, should I miss my return flight?I did however write a personal email to my MP (NDP). It didn’t take 5 minutes, but about two hours of writing and researching. Maybe he’ll read it, maybe not.

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  • What an unreal market, such history and big thumbs up. Markets are so much more fun than shops. We had fountains in our city centre which is known as garden place. Every year kids put detergent in them or something that turned the water blue. It was part of growing up. But alas we no longer have them, bloody city councils!! I am loving that you made a dress out of curtains. I made a long skirt out of one of my grandmothers table clothes about 100 years ago. Those table clothes are worth a fortune now!!

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  • Hallo Tiziana,die Noten kannst du auf jeden Fall nehmen, denn diese stimmen. Bei den Hörproben ist es so, dass wir diese zusammensuchen und diese nicht immer 100%-ig mit den Noten übereinstimmen. Oftmals werden diese bei den Hörproben anders gesungen als original. Aber die Noten passen jedenfalls.Viel Spaß beim Basteln am Taufheft. Frage an dich: Wo brauchst du eventuell noch Unterstützung bei der Vorbereitung der Taufe?LgAngela

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  • This is an excellent ministry! God is definitely leading you, and I’m praying every day that you can lead more and more people away from this terrible industry, until there definitely are no more clinics and no more abortions! God bless you! And I love your book too. I read it, and it has changed how I view being prolife. I no longer just consider it something to say, but something I must live. Jesus is with you, leading you to save His babies!

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  • I had the fortune of hanging out with these people in SA for a full day after their A/C broke (Very bad in Texas). They were very nice and cool guys to hang out with. I didn’t know much about them until I saw them on Scream the Prayer. I truly believe they will get big very soon

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  • Ja jednak jestem zwolennikiem certyfikatów RC. Nie mam fizycznego zÅ‚ota na sprzedaż, kupować takowego nie zamierzam, a nie jestem też przywiÄ…zany do aspektów emocjonalnych inwestowania w zÅ‚oto (estetyka, "przyjemny ciężar" etc).Skoro kombinujemy, żeby utargować uÅ‚amki grosza na oprocentowaniu depozytów, nie widzÄ™ sensu oddawać 4-6% na transakcjach zÅ‚otem.

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  • **on aurait pu vous prendre au serieux**Donc, je note: Denys pense qu’un commentaire où il y a Ouzbek, Jumelles et Longue-vue est sérieux. La prochaine fois je ferai une version pour les gens qui aime rigoler des illusions des autres et une autre pour Denys.

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  • You are absolutely right. People get blindsided at work because they aren’t paying attention to what’s really going on around them, don’t treat their jobs like entrepreneurs which means managing them like you would your own business, failing to understand that everyday at work is a competition so if we don’t keep up we’ll get left behind, deluding ourselves that we’re essential, and simply being career sloppy. It’s our responsiblity to navigate the career waters. Watch out for the rocks below. Terrific post, ~Dawn

    Reply
  • Here are some tips I picked up along the way that you may also find useful: “If you’re annoyed by wasting water while it gets ultra hot, try washing your face in a ground floor bathroom.  It doesn’t take as long to heat up, saving resources and money.”– from Simple Organic

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  • I know. The babe engaged my eyes first, the belt (I can barely see it but who cares? The chick is bangin’!) was secondary.@ Gotty: Really? I didn’t know about that man. Why a belt though? Does it have some sort of significance? Explain a bit more please.

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  • Dude, bro, sorry to hear about your attacks. It will happen. I am a nobody, and they have already stolen my songs, set them up on different sites, making $ off of them and all. But just pray for them. Salvation is numero uno. Lift it all up to God. He will exhalt you to where He wants youtube. Get it? You tu be. LOL I crack me up. God bless you.

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  • L'idea non è originalissima (mi ricordo di qualcuno che voleva brevettare un sistema di sovrapposizione di suoni ambientali durante la chiamata da un cellulare), ma qui è strutturata alla grande e inserita in un contesto ben preciso.Ma solo io ho notato che questa cabina somiglia a un gigantesco bicchiere di birra? 😀

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  • Pour EstebanUn article du monde de ce jour 2 septembre sur la « fragilité de la puissance américaine confirme et complète les chiffres déja donnés.La Nouvelle-Orléans a 67 % de noirs et 30 % de la population de la ville vit en dessous du seuil de pauvreté, ceux-ci sont restés la plupart du temps car ils n’avaient pas de voitures.

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  • Ahahah : ça tombe bien au final, ta panne d’inspiration, pile le jour où MRY parle des blogs de filles.J’arrive pas à saisir si t’es en admiration devant MRY ou si tu te moques de lui, là, dans l’allusion à cbnews.enfin bref, repose toi bien.

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  • Just discovered you! Gorgeous photos, fun content. I'm always tempted to do make-up posts! Some products I'm obsessed with are maybelline full and soft mascara (I always liked it more than great lash) and urban decay's mineral make-up with puff applicator. I found Laura Mercier an easy "mature" graduation from MAC too…Love your work!

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  • this is my first time commenting on one of your blogs.. i don’t remember how i came across your site but i’ve bookmarked it and check back daily for updates! you are phenomenal photographers and i am so glad i came across your work passion.many of these photos literally literally literally took my breath away. and that doesn’t happen often.i’m only fifteen right now, but i totally would want you to take my engagement photos, when the day comes.

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  • hejpo pierwsze, zdjecie bardzo szachowe – piekne;po drugie, research nt wierszyka zrobilam, ale nic nie znalazlam,po trzecie,dopiero teraz dowiedzialam sie o tym mahlabie – dzieki tobie,po czwarte, juz dawno chyba powinnan cierpiec z powodu przedawkowania gorzkich migdalow,po piate, krotko ujmujac, bardzo ciekawy post, z ktorego dowiedzialam sie znowu czegos nowego!po szoste, ide spac, gdyz niewygdnie klikac mi na lezaco. donranoc!

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  • Se mi lasci ti canc… eehm, "Eternal Sunshine" è uno dei miei film preferiti di sempre.Avevo comparto tempo fa una bella edizione, in scatola di metallo, con doppio dvd e un sacco di contenuti extra, e se mai un giorno passerò al bluray sarà uno dei primi film che ricomprerò. E ti chiederò di mandarmi la copertina, che quella originale non piace neanche a me, fa un po' troppo film di Moccia.

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  • Its like you read my mind! You seem to know so much about this, like you wrote the book in it or something. I think that you can do with a few pics to drive the message home a little bit, but instead of that, this is great blog. A great read. I’ll certainly be back.

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