BUYING SIGNAL TEST-CLOSING THROUGH THE INTERVIEW 

Let’s go back to basics for a few minutes and explore two selling factor concepts in order to qualify what you may conceive to be any number of Buying Signals though the application of a Test (Trial) Close at any time during the presentation. This is how it’s done:-

Buying Signal Closing is a combination of the Trial Close and Buying Signals you may observe or hear when presenting your product or nearing a Close. When you use this Close, if 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 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.

1. “Is this what you really want?”
Then wait for the answer, and wait a few seconds before you reply.

2. “Are there aspects of your product you could use?”
Then wait for the answer, and wait a few seconds before you reply.

3. “Could you see the benefits of this machine?”
Then wait for the answer, and wait a few seconds before you reply.

4. “You could incorporate with your existing machinery, couldn’t you?”
Then wait for the answer, and wait a few seconds before you reply.

5. “Now this is really what you want, isn’t it?”
Then wait for the answer, and wait a few seconds before you reply.

6. “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?”
Then wait for the answer, and wait a few seconds before you reply.

7. “There really isn’t an alternative, is there?”
Then wait for the answer, and wait a few seconds before you reply.

8. “You can’t disagree with the quality, can you?”
Then wait for the answer, and wait a few seconds before you reply.

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.

The novice is generally unaware of these issues through lack of experience, whereas the seasoned salesperson tends to become forgetful at times. Because of both these issues, all of us need to be reminded about times when things go wrong to the point where the sale is lost through no other factor than ignorance.

But most of all, remember to go back to basics ever 3-6 months in order to stay sharp in selling.

Copy and distribute this content as often as you want. You are encouraged to share it. © Copyright Peter Collins, Sydney, Australia, 2002, 2007, 2011, 2015, 2017

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This Article is by Peter Collins – In a sales career spanning more than 53 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 68 business 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. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date.  Peters books have sold over 2.5 Million copies over 48 years. 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.

© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com

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