The Selling Game

Any professional Sales Manager, Sales Trainer or Sales Environment that is looking to increase revenue at the lowest possible cost and potentially the highest possible impact... please read on!

The Sales Activator® is interactive, versatile, effective and ... FUN! 70 Hours of re-useable resources to adapt to your own requirements! Win more customers and turn existing ones into lifelong ambassadors. Optimise the engagement of your salesforce with each customer.

Reduce training costs & minimise disruption with eLearning

Our e-learning courses are ideal for managers who feel they are too busy to coach teams or are concerned about cost and loss of productivity. With 62 bite-sized (20-30 minutes) modules on all areas of the consultative selling & sales process (ISMM level 3 accredited), you can access independent coaching sessions that meet development needs and enhance capabilities through guided and assessed self-learning.

Individual modules are available as well as the flexibility to customise to suit your team’s needs.

 

Reduce training costs & minimise disruption with eLearning

Our e-learning courses are ideal for managers who feel they are too busy to coach teams or are concerned about cost and loss of productivity. With 62 bite-sized (20-30 minutes) modules on all areas of the consultative selling & sales process (ISMM level 3 accredited), you can access independent coaching sessions that meet development needs and enhance capabilities through guided and assessed self-learning.

Individual modules are available as well as the flexibility to customise to suit your team’s needs.

 

The Real Buying Signals

Your salespeople would have to have the cognitive powers of a Stickle Brick not to recognise obvious verbal buying signals like “This is a great product” or “I really like it”. But – as I alluded to in my last blog – these aren’t the only indications that prospects are either interested or ready to buy. What are the real buying signals?

Whenever I’m talking to a potential client, I look out for questions like:

  • Does the price include VAT?
  • What are your delivery times?
  • What guarantees do you offer?
  • How long before we can start using it?
  • How does this particular component work in practice?
  • Do you offer finance?

When a prospect starts posing very specific queries like these – be they price/term-oriented or focused on implementation – they’re in the mindset of owning or receiving that particular product or service. And it’s at this point that a close is most likely to work.

Obviously, not every buying signal is spoken. It’s just as important that your salespeople look for non-verbal signals, too. And I’m not just talking about a nod or smile; direct or lasting eye-contact, a slight lean forward, a hand on the product or brochure, or repeated reading of testimonials are all positive signs that a prospect is ready to buy.

Above all, remember that while some clients may radiate buying signals, others will only give one or two. Getting your teams to recognise all the variables – and to have the confidence to close without having first seen three or four – is the key to using buying signals to best effect.

To get more tips and advice on your Sales technique, take a look at 7 Tips on Closing the Deal and Are you Asking Yourself the Right Questions?

Lorna Leck is the Managing Director, of The Sales Activator® Ltd. If you would like to talk to her about what you have read or anything else, please get in touch here, thanks.

Posted July 4th, 2014 in Buying Signals . Tagged: , , , , , , .
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