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.
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