To Stand Out in a Competitive Market: Recognize Buying Signals
Don’t become too involved in the pitch. When the customer is ready to buy, be ready to make the sale.
Too often the sales person loves the sound of their own voice and keep pitching when the customer is already asking to buy.
Close the deal when the customer is ready. Recognize when the customer is ready to make a deal and have a basic framework of your contract ready. If you are still pitching when the customer is asking to buy, you lose the opportunity for selling.
Recognize the buying signals from the customer. These could include:
Asking for more detailed specifications of the product.
Asking about warranties.
Asking about service contracts.
Bringing someone in for an opinion.
Asking about price and payment options.
Steering the conversation towards a specific product.
Selling when the customer is ready to buy helps in:
Closing the sale.
Making sure that the competition gets locked out.
Beginning building on the customer’s experience.
Shortening your sales cycle.
Learn to recognize the buying signals and spend more time making the sale.