It doesn’t matter how good to are at selling, if your lead is not interested in buying then you’re simply wasting your time.โ
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So, if you want to make the big bucks, you need to weed out the tyre-kickers and concentrate only on the serious buyers.โ
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I can hear you already shouting at me… โ
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“…๐ฃ๐ถ๐ต ๐ฉ๐ฐ๐ธ ๐ค๐ข๐ฏ ๐ ๐ฌ๐ฏ๐ฐ๐ธ ๐ช๐ง ๐ด๐ฐ๐ฎ๐ฆ๐ฐ๐ฏ๐ฆ ๐ช๐ด ๐ข ๐ด๐ฆ๐ณ๐ช๐ฐ๐ถ๐ด ๐ฃ๐ถ๐บ๐ฆ๐ณ?” โ
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Well, it’s really not that hard when you know what to look for.โ
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Do you want me to tell the secret to spotting a buyerโโ
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Let’s take a look at the most common buying signals:โ
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โ ๐๐ฌ๐ค๐ข๐ง๐ ๐๐ฎ๐๐ฌ๐ญ๐ข๐จ๐ง๐ฌโ
Some questions hold more value than others, but if your lead asks things like โ โWho will be responsible for supporting the product?โ or โHow long does delivery take?โ, then you know they are considering your offer seriously.โ
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โ ๐๐๐ข๐ฌ๐ข๐ง๐ ๐๐๐ฃ๐๐๐ญ๐ข๐จ๐ง๐ฌโ
When a lead has an objection, it usually means they are interested but don’t have enough information to make their decision. But remember, price is rarely a true objection only an excuse because a piece of the puzzle is missing.โ
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โ ๐๐จ๐ฌ๐ข๐ญ๐ข๐ฏ๐ ๐๐ญ๐๐ญ๐๐ฆ๐๐ง๐ญ๐ฌโ
It may seem like a throw away comment, but statements such as โThis would work really well with our existing systemsโ or “It would look good in blue”, shows they are close to making the decision and are beginning to justify it in their own minds. โ
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โ ๐๐ก๐๐ฒ ๐๐ฌ๐ค ๐ญ๐จ ๐๐จ๐จ๐ค ๐๐ญ ๐๐๐ฌ๐ ๐๐ญ๐ฎ๐๐ข๐๐ฌ ๐จ๐ซ ๐๐จ๐๐ข๐๐ฅ ๐๐ซ๐จ๐จ๐โ
They are already imagining themselves having success with your product and just want reassurance that others have trusted in you before them.โ
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โ ๐๐ก๐๐ฒ ๐๐ฌ๐ค ๐๐๐จ๐ฎ๐ญ ๐ฉ๐๐ฒ๐ฆ๐๐ง๐ญ ๐ฆ๐๐ญ๐ก๐จ๐๐ฌโ
They know the full price, want the product and now just want to spread the cost or get a discount. If you’ve covered all their other objections then you’ve got them in the bag.โ
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โผ๐๐๐๐๐๐๐ โผโ
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When you spot a strong buying signal, don’t be too quick to jump into the close … ease into it …. no-one likes being ‘sold’ to … use a trial close and if there are no more objections then gently ask for the order. โ
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