If we take these buying signals as gospel

If you've been in sales for any length of time, or have participated is a sales training program, chances are you've been taught to look for "buying signals" from your prospects. You pray. Buying signals can be important; but they can also easily be misinterpreted."- Your prospect makes "any comment or question about price"- Your prospect asks for references. Don't allow yourself to get caught in "Pendingville" without a reliable map and escape plan." Ever been there? In a meeting, the prospect shows some of these positive signs and you walk out of the meeting feeling like you've got the sale in the bag.

If we take these buying signals as gospel, we run a real danger of driving ourselves down a road of false hope toward the land of "Pendingville. By nature, all of us in sales are optimists ? we want to believe that everyone who tells us they're interested is in fact going to buy from us.Next, if you're not sure what the real reason might be for not moving forward, ask a question such as "Did we do something wrong?" (That's also an effective message to leave for someone not returning your calls. And Manual Butterfly Valve Factor then you call them ? presumably to close the deal, and your call goes unanswered. And again, the cycle is repeated. Maybe not.

That Hawaiian vacation you were already planning in your mind vanishes from view. You realize you'd better get busy and get some new things going. So what do you do?First thing to do is to be on the lookout for anything that sounds like a "not-buying" signal. You want to hear those as early in the sales process as you can so you can spend your time with leads and prospects who are more likely buy within your normal cycle. You call again. And, since you know you will have this huge influx of new business you figure there's no reason to do any new prospecting because you're going to be so busy with these new accounts you won't even have time to handle more.

You e-mail.- Your prospect asks for your guidance or opinion."We don't want to be naysayers, but typically these are signs that the sale is not going to happen; at least not within our normal sales cycle. If you have enough of these prospects in your pipeline, you're looking forward to next month when you're sure all of these wonderful people will get back to you with that huge order. For example:- Your prospect repeats a question that has been answered fully.