Tuesday, July 04, 2006

7 Buying Signals That Say, "Stop Talking!"

As I worked with one of my clients this week on booking appointments for her consulting services I was reminded that the "gift of gab" can be a curse.

As a small business owner we are so passionate about what we do that we forget that our customers really don't need ALL OF THE INFORMATION that we have. All a potential customer needs is just enough information to make his buying decision. Any information given to a customer after he decides to buy from you then begins to give him reasons to change his mind.

I'm not implying that one should be deceptive by withholding information from potential clients. What I am implying is that giving a potential customer ideas to doubt his decision to buy from you does not put the odds in your favor. In light of this discussion, here are 7 buying signals from potential customers that indicate it is time to stop talking about the product or service you provide and to zip it!

  1. They reach for their wallet to pay you.

  2. They pull out a pen so they can sign your contract or agreement.

  3. They ask when you can begin work or when the product can be delivered.

  4. You ask them for their business and they say, "Yes."

  5. You give them information about when you can begin work or deliver the product and they say, "Sounds good."

  6. They tell you they have talked to other companies but like yours the most.

  7. You have told them all about your product or service and they ask for the price. (Unless the customer is buying solely on price, this is a buying signal).

These tips may sound funny and intuitive but take it from me - even the best of the best in sales let the gift of gab spoil the sale. Sometimes it is just nervous energy that keeps the conversation going. Remember, it is okay to keep the conversation going after the customer has made his buying decision just as long as the topic of the conversation is not about the details of what your client just bought or signed up for!

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