Use These Buying Signals to Earn the Sale

When a prospect is close to making a decision about your product or service, he’ll let you know by giving off buying signals. And some of the most common of these are when the prospect asks you about price, terms, or delivery.

For instance, a basic question about price is, “How much does this cost, exactly?” And a basic question about delivery is, “How long does it take to get one of these?”

So, whenever the prospect asks you a question about price, terms, or delivery, you can turn it into an opportunity to earn the sale by asking about one of the three areas that he didn’t mention.

For example, let’s say the prospect asks, “How much does this cost?” Since this is a price question, you can reply with a question about the prospect’s delivery preferences.

Simply ask, “Well, how soon do you need it?” When he says, “By the end of next week,” you’ve made the sale.

Again, let’s say the prospect asks, “How soon can I get this?” Since this is a question about delivery, you can ask a question about the terms.

Just ask, “How many of these would you like to have?” And when he gives you a specific number, you’ve made the sale.

The nice thing about all of this is that since the person who’s asking the questions has control of the conversation, by using this approach you can get more information that’ll help you earn the sale.