Buying Signals for Salespersons.

Recognizing Buying Signals is crucial to closing a sale for all the salespersons like me and you. 

At times there are opportunities we can get a commitment to a sale from the customer. we should be sensitive to the clues. 

When we recognize the buying signals, that's the time we may want to cut down your presentation and go for the close. 

Make the transition carefully and don't be abrupt. A good way of transitioning is to summarize the benefits (not more than three benefits at a time). Then start the paperwork to close the sales.

Positive buying signals are like green lights for you to go ahead, and the opposite is just as true. Negative buying signals are your stop signs, which mean the prospect is telling you, ' I am not Convinced yet'.

It does not mean that you leave the prospect and move on this is the time to show more benefits and use The Impulse Factors for closing the sale.

The Prospect gives positive buying signals in the form of questions like: 

• Can I Pay for this monthly?
• Can this Vacuum Cleaner clean the curtains also?
• How much will it cost?
• When can I have the delivery?
• Can I have it delivered on Saturday morning?
• What Kind of warranty/guarantee do you have?
• Do you have any annual maintenance contract?
• Can you show it to me again?
• Can you demonstrate it one more time?
• What kind of credit facilities do you give?
• Do you have any instalment plans?
• How many colours does it come in?
• Can I try it one more time?

The Prospect also gives the Negative/Rejection signals like:

• This doesn't seem to be more reliable than my current system.
• Can you leave the information and I will call you later?
• I don't have any warehousing capacity for this merchandise.
• I am sure your price will be the same a year from now.
• I want to think it over.

A word of caution Does not use JARGON'S.

Use layman's language or commonly used words. When you go to buy a product, notice how often you'll walk away from a shop after a salesperson has bombarded you with a lot of technical information, and you're left more confused. A salesperson may ask how many megabytes or gigabytes you want in a storage device.

Only a tech-savvy consumer can understand this. The prospect may not understand this and he only needs to know the basic function of the material. So always remember don't use jargon unless you are speaking to someone in your own profession.

As being the sale profession I have learnt that to get the sale we have to use our words or phase our sentence very wisely, As there are words that may create objections or resistance bt the prospect.

WORDS THAT CREATE OBJECTIONS OR RESISTANCE

Prevent objections by choosing your words carefully:

• Replace words like 'buy/sell' with 'own' for example, after you own this product....' Nobody likes to be sold something as it implies a lack of control. Ownership gives control and pride
• Don't use the word 'sign'. Replace it with, 'can you confirm this order? 
• Avoid the word 'Contract'. People are afraid of this word as they do not know what they are getting into. They feel as if they need to bring a lawyer into the discussions. Replace it with, 'Let get the formalities/ Paperwork/ Agreement out of the way.'
• Do not use words like 'price/payment/money.' Instead of them with the word investment'. For example, rather than saying 'after you pay' or 'your cost will be so much, 'you can say 'your one time/monthly investment would be X'. Why? This is because words like price, payment and cost imply a loss-an out-of-pocket, 'gone forever' feeling. On the other hand, 'investment' implies that the person is getting something back in return and the truth is they are. Everybody wants to be an investor. There is pride in being an investor. Who wants to be a payer?
• The one phrase which I use regularly and which I have got to bring about positive feelings and progress in a discussion is 'Let me share with you some information that has been helpful to many people such as yourself.' Isn't this better than simply saying, 'Let me tell you about my product'?

DO NOT USE PHRASES AND QUESTIONS THAT ARE HARMFUL, SUCH AS...

• I will try to/ I hope to
• Maybe / It should be
• Perhaps/Probably
• That could happen/ It sounds right
• We can't
• Only important or major clients are entitled
• You don't qualify
• That's not my department
• I don't handle that
• That's not my responsibility
• Do you understand?
• Let me tell you
• When will you decide?
• When will you make up your mind?
• What's your problem?
• If you don't decide, you will miss out
• Shouldn't you be doing?
• I think so

All these words can be a negative effect. The above phrases should not be used because they either create doubt or sound offensive. On the other hand, Positive words are encouraging, supportive and demonstrate care and graciousness. Here are a few words that I have found to be powerful and have helped open doors for me. Ever thought they're common words, they convey a positive message and help in selling.

PHRASES AND QUESTIONS THAT ARE HELPFUL

• How do you feel about....?
• What do you think about? How about considering this?
• Let's face it...
• Together I am sure we can.....
• Where you aware of? 
• May I ask for your help?
• I am sure you would not want to gamble with...
• Could I request you to clarify...
• What's your opinion about...?
• I suggest...or may I suggest...?
• In my opinion...
• We're sure that we can...
• What is your first priority?
• Would you be comfortable with...?
                 

CONCLUSION:

A sudden change in behaviour or body language may reflect a change in an attitude may be rejection signals. Whenever a good sales professional sees or hears rejection signal he realizes that there is a lack of interest from the prospect and he needs to make a decision either to resell, reschedule or remove himself from in front of the prospect. One needs to be sensitive to both positive and negative signs. Upon observing rejection signals, a salesperson could say something to the effect.

• Mr.Prospect, it seems that something is disturbing you. Could I request you to share it with me?
• Inadvertently, if I have made any mistake, I seek forgiveness'
• I apologize, but could you share your concerns?

The words/ Phrases should be used very carefully as they can have multiple effects they either create doubt or sound offensive. On the other hand, positive words are encouraging, supportive and demonstrate care and graciousness. There are a few words that I have found to be powerful and have helped open doors for me. Even though they're common words, they convey a positive message and help in selling there are listed above.

The words/phrases should be used very carefully as they can have multiple effects they either create doubt or sound offensive. On the other hand, positive words are encouraging, supportive and demonstrate care and graciousness. There are a few words that I have found to be powerful and have helped open doors for me. Even though they’re common words, they convey a positive message and help in selling there are listed above.

I also have a blog on Communication skills for Sales Professional

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