Buying Signals
Chapter Twelve Sample
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Chapter Twelve Sample
Buying Signals
Buying signals are words or statements that indicate a prospect is interested in your products or services. When you hear them you probably have done a decent presentation to your prospect and should close the sale by asking him or her to buy.

When your prospects says:



How much does it cost?

How does it come packed?

How is it mixed

When will it go into effect?

Sounds good!

Looks good!

Looks okay, but I'm not sure I can afford it!

When are you coming back?

Signs of approval such as a nod of approval!

How much do I need?

When you hear these types of statements you should close the sale by asking him or her to buy

Testimonial

I was prospecting in the work site marketing field promoting voluntary employee benefits. I was very strong and persistent about my presentation because I was closing 4 of 8 presentations.

The prospect said "I really don't care about my employees, what I need is $1,000,000.00 in life insurance so my banker will approve my loan!" This was a great experience in LISTENING TO BUYING SIGNALS?

For those of you who know life insurance, the business owner was age 56 with health issues. He purchased $1,000,000.00 in term life and a few years later he converted the term to $250,000.00 in permanent coverage.

Shortly after I delivered his $1,000,000,00. policy we wrote all the employees. The point is listen for buying signals, the prospect will usually tell you how to sell him, if the proper questions are asked.

Closed questions have the following characteristics:

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