Buying Signals:
When we are listening effectively there are certain comments or questions that a potential customer may express that show interest in purchasing.  Buying signals can be important; but they can also easily be misinterpreted.  In this module we discuss how to recognize them, how to get confirmation and how to refer to them in order to gain commitment.
 
We uncover a lot of buying signals that you may already be hearing but may not be interrupting as such.  You may have heard some of these in the past. How did you react to the statements? Was it positive? 
 
Once a buying signal has been communicated you need to get clarification to see if it fact is. For example:
 
Customer: “I suppose I have to pay more for the warranty?”
 
You:  “The manufacturer does offer a one or two year warranty. Would like me quote that price for you?”
 
At this point you may already know the price, but in asking them if they want to be quoted the price, you are gauging interest.  Asking about the warranty is a buying signal. If the warranty was free.  This makes it a great opportunity to gain commitment or trial close.  Our module goes into detail about trial closing and gives plenty of examples you can personalize.
 
For the sake of seeing how this ends lets continue this example and this time we’ll assume this was not a buying signal.
 
Customer: “ I am not interested if its not included. The model I bought from XYZ last time came with a one year warranty.”
 
Again, this is a buying signal.  That’s two in a row.  This does not happen this way all the time of course, but it does happen.  They are cluing you in to a previous purchase.  They are not just telling you about their buying habits.  They are telling you about their expectations. Would you tell someone about what you expect without expecting them to deliver you something?  Not everything said or asked can be a buying signal, but asking questions does identify certain ones.
 
This module is full of information that we know will help you improve your performance.  If you would like to have advantage over your competition, you need to know everything there is to know about identifying buying signals.