Persuasion Tool #6 – Detecting Buying Signals
This persuasion tool is used when you are ready to seal the deal, finish the negotiation, or close the sale. I want to talk about buying signals. When is it time to shut up? Did you know the studies reveal that you are talking 3X’s too much? You are speeding right past the close. When you keep talking – they’re not going to buy anything and they’re not going to do anything. Before I get into buying signals, I want to talk about the “NO.” Don’t get the “NO.” Than you say, “Duh, Kurt. Nobody wants a “NO.”
Hear me out here. A ” NO ” equals a brick wall. It’s a stop sign. The studies show that when you get the “NO” they are harder to close in the future. The key is that if you want to keep trying to persuade someone or trying to sell them – don’t get the “NO”. If you’re sensing they’re about to say “NO”, don’t let them because that slams the door of persuasion. If you’re about to sense the “NO” say, “Let me do a little more research and let me get back to you.” “Can we meet in two weeks?” “Let me do a little more fact finding.” Do you see how this works? Keep the persuasion door open. Don’t let them say “NO.” Unless you’re tired of working with them, then sometimes a “NO” can be very refreshing.
The next key to closing the sale is — When is it time? When is it time to shut up and say, “Okay, let’s do business.” When is the perfect time to close the deal? It’s much easier than you think. You just have to be aware of those non-verbal buying signals.
What are some of the non-verbal signals that tell you it is time to shut-up?
• Facial expressions relax
• Looking at the paperwork
• Approving glances between partners
• Spark in their eyes
• Lean a little closer
• Head starts to nod up and down
• Their palms relaxed
• They will begin to mirror you
• More energy in their voice
Learn to read your prospect instead of just data dumping on them. When you see these signs it’s time to shut up. Don’t keep talking or you’ll suck the life out of your prospect and you will give them a reason not to do it.
When you’re close, you will hear things like:
• Can you talk about those terms again?
• Can you be more specific?
• What is that exact number?
• Well, I need to know more about your guarantee.
• Can I see a demonstration?
• When can I have that delivered?
• Do you have any references?
• Who’s using the product/service right now?
When you hear these – Quit talking.
• Wow! That’s a good deal.
• That’s not expensive
• I could see how I’d use that
• Wow, that’s the best I’ve seen
• That would work for this
• That will solve our problem
Application
First of all, listen with your ears, eyes, heart, and mind. Truly listen and be focused on them. They are the most important person on the earth. Don’t vomit all your features. That’s the data dump mode where you’re so concerned to let them know about the 17 reasons they should do it, but you’re giving them three or four reasons not to do it. That is too much information. Remember the studies shows that you’re talking too much.
This persuasion tool will save you time. When you understand buying signals whether it be over the phone or face to face, it’ll make a huge difference in your ability to sell, persuade, and make a great income.