As you present your product or service to potential customers, you can close a sale more quickly if you recognize the signs that indicate that your customer is interested in buying. Notice the following behaviors and non-verbal cues and make use of them to help close your sales.
Asking general questions.
Asking specific, technical questions.
Intently reading brochures or other materials.
Verbal assents such as “uh-huh,” “hmm,” and “I see.”
Leaning forward.
Relaxing.
Smiling.
Showing affection, touching, or holding hands.
Touching the product.
Measuring the dimensions for fit.
Speeding up the buying pace.
Slowing down the buying pace.
Copyright © 1998 Tom Hopkins International, Inc.
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