The internet is full of top tips on how to spot buying signals and some of them are very helpful, the problem is that they do not give you the key process, that is present with every sale or purchase and that is what I aim to do for you now.
How can I validate what you are about to learn?
As a behavioural change consultant, author of an Amazon best seller on self-sabotage and with over twenty years experience in the field of sales and negotiations, it’s probably fair to say that I know my stuff because it’s been tried, tested and continually yields excellent results. When I first started in sales, my manager would always point out to me, when I had missed a ‘buying signal’ from a potential customer, but when I asked him what it was that I had missed he would simply reply “you just know” . Well that wasn’t much help to me and off to the books I went, in search of the tacit knowledge that all professional sales people posses. Sadly, it wasn’t there and still to this day I find myself teaching this simple linguistic persuasion tool to hundreds of professionals and individuals. Helping you to transform the way that you communicate.
And at a presentation given recently, Mike Lever, the current British Sales Trainer of the Year, said “We work with the Institute of Sales & Marketing Management (ISMM), hosting the monthly North East Regional group. Each month we have a guest speaker who is an expert in their field. To date, Matt Hudson is the only speaker we have had twice, such is the depth of his knowledge and his popularity with the audience. Matt is an engaging, educational and entertaining speaker. His recent session on Unconscious Buying Signals was a revelation, providing an insight into what goes on before your eyes in a meeting yet most of us never notice. Thing is, if you’re in the sales profession, you need to be aware and to notice, which means you need to have Matt in to raise your consciousness.”
What is a buying signal?
A buying signal is an acknowledgement from your prospective customer that they have received enough information from you in order to go ahead with the deal or transaction. This ‘signal’ can be both verbal and non-verbal. The verbal cues are when a prospect ‘s language moves from the “I” to the “You” and this opportunity may only remain open for a few seconds. If you continue talking and don’t jump on the signal, then you will miss your chance, finding yourself out in the cold and wondering why?
How to recognise the buying signal?
The below conscious filters we are looking at here are; how does a person source their information? Do they do it internally (they just know) or externally (they need others to tell them) and the buying signal comes from recognising when a potential customer moves from the internal way of filtering information to an external way of filtering information.
How to influence the buying signal?
Speaking to the Internal filter:
“ I can’t convince you .. only you can decide, “ , “ It’s your decision “ , “ you may want to consider .. and once you have considered …” , ” you’ll realize that “ , “ for the information you need to decide just call “
Speaking to the External filter:
“Here is what others are saying/doing, “ “ you’ll get good feedback “ “ this is how you’ll know “, “ everyone agrees the best way is “, “ the experts recommend “,” … has improved this “
How to use this in sales, negotiating or customer service?
People using an Internal filter:
Make decisions based on their own criteria, values and beliefs. They don’t care what the experts say or who else is ‘doing it’. Give them information and ask for their evaluation. Using the correct influencing language is very important. Resist showing them ‘the error of their ways’ or pointing out what ‘they don’t understand’. If you attempt to sell, to this filter these people using your own beliefs and values – what you think they should do – they will be turned off quickly. Wait for them to make an external switch or maintain the influencing language above, it is their decision, after all is said and done and they will know what is best for themselves and the company. (Did you spot the influencing language in that last sentence?)
People using an External filter:
Need to know who else is ‘doing it’ and what the experts are saying. Give them testimonials and reports about your product. Tell them about the great feedback they can expect from acting on your requests. Prestige may also be an important motivator for them. They will respond well when they’re told, “it’s the right thing to do “or even “why don’t we just go a head and do it ? ” If you listen to politicians they use this type of influencing language to sway the electorate. If you would like to inform yourself about the many different ways you can influence and persuade others, or maybe you would like to improve your career or relationship prospects? Keep in touch, as I will be giving you more and more tips on how changing your words changes your world.
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I have created an audio download, which will have a profound impact on your powers of persuasion, but don’t buy this now just because you agree with what you have read so far, or because I am an international best selling author on the subject of the mind, and have been teaching these powerful language patterns to sales and customer service for over twenty years, purchase this product because it’s the right thing for you to do, now.