Behind Every “Buy” There’s a “Why”
It’s too bad that customers don’t wear a patch of litmus paper on their foreheads. If they did it would be much easier to know their intentions without even having to talk to them. A fiery red patch could warn us that the customer has a problem or wants to return something. Run away! Run away! Yellow is for tire kickers. Caution! Don’t waste any time with this cat! Green—good old U.S. currency green—could mean that the customer is ripe—I mean ready—to be closed. Get out the order pad!
Would that be great, or what? Well, the truth is, customers do signal their buying intentions. For some salespeople it’s not as observable as a patch of litmus paper. For others, recognizing buying signals is natural and instinctive. In fact, I’ll go out on a limb and say that many outstanding salespeople use this seventh sense without realizing that they have it.