Excelling at convincing the buyer about your B2B sales proposition is half the task done. The other part, the most crucial one, is to recognize the right time to ask for business. Sure the buyer knows what benefits you are offering but he/she may have other doubts, alternatives and issues to consider before saying yes. But how exactly can you be confident that they are making the decision as you speak and to what extent they are agreeable? Well believe me, it’s no rocket science but there are major tell-tale signals that can alert you to start talking business and after reading this article you will know to identify them.
Queries And Comments Convey Interest
A lot of times sales people get confused when buyer starts asking them different questions to feel confident about their response. The best thing to do here is spot the detailed line of questions that are directed towards implementation of the solutions that you are offering. It is highly important that you guide them the right way to add to their plans.
Non-Verbal Signs: The Things Left Unsaid
Well, actually the customer is conveying many subtle yet important things here. A nod, a shrug or a positive smile, leaning towards the speaker….all of these are signs that the buyer is interested. It is up to you to interpret them rightly and elicit the verbal responses. When the buyer states something like- “Yes that can work” or “Okay, how quickly can this be done?” they are visualizing your offering as a part of their business.
When They Ask For More And More Details’
Most salespersons get irritated at this point when the buyer starts comparing other options. They retract thinking that the buyer is not satisfied when all they have to do is be more clear and confident. At times like these, the buyer may have already made the decision and just needs to be backed up with solid facts supporting it.
Bargaining: Your Signal To Be Alert
When the customer starts bargaining, then he is literally waving the green flag in your face. You are good to go! Make them feel special and aware that they are getting the best deal from you so plan ahead on what to say in this phase.
These signs can emerge at any time in the meeting so you have to be alert and patient. Misinterpreting them is a mistake that you cannot afford to make. So practice more, keep an open-minded approach and don’t hesitate to ask for business when you know that the time is right.
