Sun Tzu, the an ancient Chinese military general, strategist and philosopher, said ‘Move swiftly to overcome resistance…’. In selling that is interpreted as closing when you get a buying signal.
Yet how many times have we heard the story about the sales person who is so excited about their products they get caught up in convincing the client of their buying decision by continuing to list the associated benefits thus missing the client’s buying signal only to lose the sale?
The buyer gives the sales person a clear buying signal like: ‘Where do I sign? When do we start? How many can I get?’ and so on. And what does the salesperson do? They carry on telling the prospect about additional features and benefits, none of which are of real interest to the buyer who has already made a … read more by subscribing.
New Article Email Notification