The Buying Signal Close relies on the bringing together of two selling factors that expose where the prospect is at, namely the Trial Close or Test Close is used while the seller is aware of certain Buying Signals being made obvious. It’s the one closing style that should be used when the salesperson perceives, observes or hears, (while presenting), that prospect is appearing that he or she wants to buy and it is becoming obvious that the seller should now take advantage and Close.
Whenever you use this Closing Style, if you ask a Trial Closing Question and the answer is YES, continue and Close. If the answer is NO, MAYBE, PERHAPS, or any other reaction, stop; investigate the problem, offer a solution, and then proceed to a Close.
The more Test Closes and Buying Signal Trial Closes you can use, the better controlled your sale will be. But make sure you have as many prepared Trial Closes for your product or service as possible – otherwise you could be losing unnecessary sales through your lack of preparation.
Now let us take the Test (Trial) Close and Buying Signal and combine these into one useable Power Close. This method is simply called the Buying Signal Close.
Buyer: “Can I get it by the 1st?”
Seller: “Did you want it by the 1st?”
Buyer: “Can I get it in green?”
Seller: “Did you want it in green?”
Buyer: “Does this model come with options?”
Seller: “Did you want this model with options?”
Buyer: “Can you deliver?”
Seller: “Did you want it delivered?”
Without a follow-through, this Close has little value excepting that your Trial Close has let towards further Closing Questions. If the answer is YES, continue and close. If the answer is NO or MAYBE or PERHAPS or any other, stop, investigate the problem, offer a solution and then proceed to Close.
The more Trial Closes you can use, the better controlled your sale will be. But make sure you have as many prepared Trial Closes for your product as possible. Otherwise you could be losing unnecessary sales through your lack of preparation.
In order to help you start your preparation, here are some more ways a Trial Close can be used.
- “Is this what you really want?”
- “Are there aspects of your product you could use?”
- “Could you see the benefits of this machine?”
- “You could incorporate with your existing machinery, couldn’t you?”
- “Now this is really what you want, isn’t it?”
- “Some of our customers have told us they have waited a long time for a product such as this. Do you feel the same way too?”
- “There really isn’t an alternative, is there?”
- “You can’t disagree with the quality, can you?”
These could then be best followed up by asking the prospect “how does it sound so far?” If they answer with “it sounds good“, or a phrase of similar nature, don’t keep going, simply go ahead and Close the Sale. But as in all types of Closing techniques, one must learn to take care and tread warily. Dangers do exist in Closing situations if you are unaware of what these may be.
This Article is by Peter Collins – In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 65 books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
Peter can be contacted through his website – profitmakersales.com