Inbound Sales Buying Signals

I mastered the art of reading buying signals as a salesperson, manager and coach. In selling it’s incredibly useful to gauge where the buyer is in their personal steps involved in buying. Verbal signals, such as utterances of interest, specific questions which revealed where they were and whether I was ready to present the solution with some optimism of success. Successful salespeople listen for buying signals without even realising. Upon meeting my customers face to face I calibrate their physiology, better known as body language to help me suss them…

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Ping it Back

I think that was a tune from Moloko from the late 90’s But it’s also a habit that salespeople get into when customers ask them a question. They’re trained and instinctively they answer. My thought for you is stop this and ping it back. Yes that’s right ping back the question to find out a little more behind the question. Use: “May I ask, what made you ask that question?” “I’m curious to know why you asked that?” “That’s an interesting question, what drove you to ask it?” This way…

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