Page 51 - GS180602

Inspiration

Mind those buying signals

or many merchant level salespeople, nothing 2. Asks about payment terms or policies.
quite matches the thrill that comes with signing 3. Asks specific questions about the service details.
a new merchant account. A sales team's cheers,
F bells, applause and rewards when a big deal is 4. Begins making positive statements of agreement.
secured or a quota is surpassed attest to this. An extreme 5. Becomes more at ease with the conversation.
focus on the close, however, has contributed to negative
stereotypes of salespeople, who are often portrayed as 6. Begins speaking about how his or her company
pushy individuals striving to overwhelm and convince would use the service.
prospects rather than professionals who build relation- 7. Begins to negotiate price.
ships through honest communication and keen observa-
tional skills. "When your prospect begins to ask some of these questions,
your sales professional's instinct should tell you that it's
The latter qualities are what distinguish the true sales time to begin 'the close," Green wrote. "You can do this by
professionals, the ones who defy stereotypes. moving to one of your standard closes or by asking more
questions to help the prospect sell himself; for instance,
Assuming you are a true sales professional who 'What is it you like best about our proposal?'"
values honesty and offers merchants the best products
and services available, how good are your powers of Flexibility needed
observation? Do you know when a prospect is warming Rosen pointed out that buying signs can manifest at any
to your offer and could be ready to move to the next step? time. "Buying signs can show up within the first few
minutes of a conversation; or they may not emerge until
In "Identifying buying signs to close the sale," featured the end of your meeting," he wrote. "In short, they can
on the All Business blog, Executive Sales Coach Keith show up at any time. It's up to you to hone in on these
Rosen wrote that he's come across many salespeople who signals so that you can adjust your pitch accordingly and
sell themselves right out of a sale. "Though talented and approach the close when it's most appropriate to do so."
competent, they do not take the time to recognize the
prospect's desire or readiness to buy," he said. "It's critical So paying attention and commanding truly interactive
to be able to identify the buying signs so that you don't meetings will help you transition to a successful close
oversell your product." time after time. Ultimately, selling merchant services
is about more than closing the deal at hand. It's about
Paul H. Green wrote in Good Selling! SM: The Basics, "Some building long-terms relationships based on service and
prospects send buying signals that should point you trust. Become a knowledgeable resource. Help merchants
toward the commitment process and 'the close.' These solve current problems and set the stage to grow their
buying signals are often in the form of questions that businesses, and you will prosper.
show the prospect is leaning in your direction."
Seven common buying signals
So, what are those buying signs? Green noted seven
common buying signals are when the prospect:
1. Asks questions about how long it takes to
establish the service. Kate Gillespie, President and CEO

51