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Buying Signs – How to Read Buyer Interest #406

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Buying Signs – How to Read Buyer Interest #406

Have you ever studied how to read body language? In this episode we delve into the ability to read the tea leaves of a buyer, and ways to know if they’re genuinely interested in buying, or just faking interest. 

Today’s Chapter –  Buying Signs

If you want to demonstrate a solution
you must first allow the buyer to question it
If you want to generate curiosity
you must first allow them hold it
If you want them to understand
You must first let them describe how it will meet their needs.

Look for subtle behaviors of ownership.
To close a deal you need only ask,
will this work?

Today’s  Story – 

At the sales meeting Chris handed the product to Lee. Lee was fascinated and kept turning the product over and over and then passed the product to a colleague. Next, the two of them pondered how the product would fit into their current manufacturing process. Deep during their discussion Chris interrupted, to bring up some features that hadn’t been explained. Pat nudged Chris with a penetrating stare. Chris was mystified, yet quieted down.  By the end of the meeting Lee was excited to proceed and agreed to buy 20 units. It was a win.

After the meeting Chris asked Pat what the nudge was all about. “I could see, and hear,” said Pat, “that they had already taken ownership of the product. Did you hear how they brainstormed ways of making it work in their business? The more they talked, the more they sold themselves! That’s why when I asked them if this would work, they said yes, immediately. Look for the buying signs. When you see them, back off and let them close themselves

Take Action Quote

As I’ve mentioned before I’m a big fan of the Stoic philosophers and I’m reminded of the famous quote by Epictetus who said “We have two ears and one mouth so we can listen twice as many times as we speak”.

By being present to the moment, you can read what the buyer is thinking. If they’re talking themselves into a purchase, let them.  Look for the buying signs. Don’t get in the way!

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

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Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

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Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

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