HomeArticlesLogin to your Account

The Road To Pendingville Is Paved With Good Intentions

By Mark Dembo

If you've been selling for any length of time, or have ever participated in a sales training program, chances are you've been taught to look for “buying signals” from your prospects. Buying signals can be important; but they can also easily be misinterpreted. I recently read an article in which the author equates certain statements or requests from your prospect with indication they are ready to buy. For example:

• Your prospect repeats a question that has been answered fully.
• Your prospect asks for a sample.
• Your prospect makes “positive noises.”
• Your prospect makes “any comment or question about price.”
• Your prospect asks for references.
• Your prospect asks for your guidance or opinion.
• Your prospect mentions a negative experience with a previous supplier.

---

Want to read more?

Become a Member – It’s FREE!
This article, as well as many others by well-respected marketing, sales, and service business experts, is free to members of RainToday.com.

Sign up for a free membership today and receive:
1. Access to our library of articles, case studies, and interviews
2. The Rainmaker Report weekly e-mail newsletter
3. A free electronic copy of Master Rainmaking Conversations


Already a Member? Sign in below:

(Note: Do not press the "Enter" key. Instead, click the "Login" button with your mouse to sign in.)




E-Mail Address:   Password:   Forgot Password?