Sales Tip #604 From The Sales Doctor
Non-Buying Signals
For over 30 years, I have talked about the importance of recognizing your prospects’ verbal (how long will it take?) and non-verbal (nodding head in agreement) buying signals.
I don’t recall talking about the importance of recognizing their non-buying signals such as, “I’m looking for the best price” or displaying disinterest by being totally disengaged from the conversation.
That means it’s time to stop and question their motives before moving on in the conversation. In other words, determine if this is a “yes” or a “not now”?
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