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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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“…๐˜ฃ๐˜ถ๐˜ต ๐˜ฉ๐˜ฐ๐˜ธ ๐˜ค๐˜ข๐˜ฏ ๐˜ ๐˜ฌ๐˜ฏ๐˜ฐ๐˜ธ ๐˜ช๐˜ง ๐˜ด๐˜ฐ๐˜ฎ๐˜ฆ๐˜ฐ๐˜ฏ๐˜ฆ ๐˜ช๐˜ด ๐˜ข ๐˜ด๐˜ฆ๐˜ณ๐˜ช๐˜ฐ๐˜ถ๐˜ด ๐˜ฃ๐˜ถ๐˜บ๐˜ฆ๐˜ณ?” 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 buyerโ“โ€‹
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Let’s take a look at the most common buying signals:โ€‹
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โœ” ๐€๐ฌ๐ค๐ข๐ง๐  ๐๐ฎ๐ž๐ฌ๐ญ๐ข๐จ๐ง๐ฌโ€‹
Some questions hold more value than others, but if your lead asks things like โ€‹ โ€œWho will be responsible for supporting the product?โ€ or โ€œHow long does delivery take?โ€, then you know they are considering your offer seriously.โ€‹
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โœ” ๐‘๐š๐ข๐ฌ๐ข๐ง๐  ๐Ž๐›๐ฃ๐ž๐œ๐ญ๐ข๐จ๐ง๐ฌโ€‹
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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โœ” ๐๐จ๐ฌ๐ข๐ญ๐ข๐ฏ๐ž ๐’๐ญ๐š๐ญ๐ž๐ฆ๐ž๐ง๐ญ๐ฌโ€‹
It may seem like a throw away comment, but statements such as โ€œThis 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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โœ” ๐“๐ก๐ž๐ฒ ๐€๐ฌ๐ค ๐ญ๐จ ๐‹๐จ๐จ๐ค ๐š๐ญ ๐‚๐š๐ฌ๐ž ๐’๐ญ๐ฎ๐๐ข๐ž๐ฌ ๐จ๐ซ ๐’๐จ๐œ๐ข๐š๐ฅ ๐๐ซ๐จ๐จ๐Ÿโ€‹
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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โœ” ๐“๐ก๐ž๐ฒ ๐š๐ฌ๐ค ๐š๐›๐จ๐ฎ๐ญ ๐ฉ๐š๐ฒ๐ฆ๐ž๐ง๐ญ ๐ฆ๐ž๐ญ๐ก๐จ๐๐ฌโ€‹
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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โ€ผ๐˜ž๐˜ˆ๐˜™๐˜•๐˜๐˜•๐˜Ž โ€ผโ€‹
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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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