Closing business sales for purchasing

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[Music] probably heard of the term buying signal before but what exactly does it mean and when we get these buying signals what are we trying to achieve what's our objective well in this video we're going to delve into a little bit of detail but before we do make sure you hit that subscribe button don't forget to like and share or even share on linkedin if you think there's some value in it as well so we're going to be looking at the heady world of buying signals buying signals is an all-encompassing term for basically when the client requests more information specifically around intent to purchase so as an example what's considered to be the ultimate buying signal is how much does that cost or if they're asking questions about delivery dates when can we start using it or what's your invoicing process look like can we add more users further down the line on top of that objections themselves by definition are often a buying signal someone's telling managers saying well we want to be able to do this that demonstrates that they're interested in a product that can do precisely that now one of the questions i get asked the most is when you get a buying signal what do you actually do the very best way of visualizing a buying signal is someone standing at the tail with a sweaty wad of cash in their hand all you need to do is try and take it out of their hands so in short whenever we get a buying signal the first thing we should do is try and pre-close on that buying signal let me give you a really simple example um so how much does that cost well if we can fit that within your budget would you be happy to move forward now we're deliberately making that question a yes or no question again because we want to either get a yes which case we can move on or we can get a no in which case we can interrogate that now and learn about other objections or things getting in the way for that moving forward another really simple example is well can we split the invoices on this well if we can work within your invoicing structure would you be happy to move forward yes or no okay great what else do we need to demonstrate and again we're creating that platform for other objections that bubble to the surface which is really really critical and also important because the role of the salesperson is to make sure that you're getting out all the objections so when it comes to closing the sale when it comes to moving the the process along we don't have to go back and try and retroactively shut those doors or deal with those objections another common question that comes up around buying signals is when do they occur well in actuality they can happen at any given point it could be the first thing that leads the customer's mouth right through to the last thing that the customer says just imagine you call someone and they turn around and say to you i was going to give you a call today to buy your product essentially that's a buying signal as unlikely as it is it is still a buying signal so we still pre-close on those buying signals the word we're looking for that we should start our sentence is if now if is the future conditional tense and we're deliberately using if because we're trying to get commitment from the client if we can fit this within your budget would you be happy to move forward and again you're setting that condition deliberately to trial close test close and collect that commitment from the client specifically on those buying signals so there we go when you get those buying signals pre-close on those buying signals use it as a way of flushing out all of the objections and ultimately collect the commitment from the client hope you've enjoyed this video don't forget to subscribe like and share and as always happy selling