During your sales presentation, you need to keep observing your prospect for signals of ready-to-buy interest. Some prospects can make a decision to buy faster than others, and you need to watch for the signs. If the customer has decided to buy, you don’t even need to finish your sales presentation. At that point, go right to your closing procedure and write up the order. Here are some things to look and listen for with customers:
- They tell you they are ready to buy
- They ask about the guarantee.
- They ask about the terms.
- Their voice and attitude become friendlier.
- They start looking at your order form.
- They want to know about delivery time.
- They start handling or inspecting the product.
- They show the product to their associate or spouse.
- They want to know who else is using the product.
- They state that the demo model will handle their needs.
- They ask about a larger model or package
- They ask about accessories or add-ons.
- They ask other in-depth questions.
- They ask for your best price.
- They compliment the product or your company.
- They start writing the deposit check (a salesperson’s dream).
These are just a few signals. Write your own list, carry it with you, and remind yourself of them before you walk in the prospect’s door. You always want to close the sale as quickly as you can. Like my sales-trainer friend, Ben Gay III, says, “Strike while the iron is hot.”