Chapter 13 Sentences That Tell You The Other Person Is “Sold”
Every good salesman instinctively, or consciously, looks for the signals that tell him the other person has been “sold” and that the time has come for him to ask for the money or the signature. THE MORE EXPERIENCED and observant you are, the quicker you will detect these signals. When you see the signal, don’t fail to reach out and GRAB THE BRASS RING. To keep on talking and selling once the “buying signal” has been flashed is poor salesmanship, and you will talk yourself right out of the sale. Here are some good buying signals to watch for: “How can I keep it bright and shiny?” “Can it be dry cleaned?”
“Will ordinary polish be satisfactory?” “Can it be used by two or more people?” “Is this the best price I can get?” “Will it scratch or get out of order easily?” “Do you sell extra parts?” “Do you deliver?” “How long before I can get this model delivered?” “When could you send it out to my home?” “Is this the very latest model?”
When the “buying signal” is flashed, don’t continue to sell. You might say something the customer hadn’t thought of and start him off on another trend of thought. When The Buying Signal Comes When the buying signal comes, get out the pen and order pad and drive for the close by some such statement as these: “Will you take it with you?” “Will delivery next Thursday be all right?” “Where shall I deliver it?”
“Have you an account with us?” “Which policy do you prefer?” “When could we start?”
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