RSM260H1 Lecture Notes - Sales Process Engineering, Nonverbal Communication, Cold Calling
Document Summary
Buying signals are indications the customer gives to salesperson that he or she is attracted. They are significant because they assist salespeople identify when to close. Every customer is unlike and some customers will give obvious buying signals but others will not. To circumvent missing buying signals, salespeople have to be trained to read customers. It is important to pay close concentration to the customers tone, body language, and facial expressions to make a complete sale. Salespeople can discover a lot from these non-verbal signs. Investing time at one particular product type: usually, when buyer looking at one type of product, and especially from a large variety from which they are browsing only a small group, then they may well be fascinated in buying. The longer a buyer looks at one product type, the more likely they are to buy it. They are spending their time, which is a sure indication of interest.
