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Watch for Buying Signals-





In my early days as a salesman, in the late 1970s there were no technologies like what we have now. What the latest I had then was pocket calculator. I moved around with my smallest car, Minica leased to me by our company at that time. My P30. pesos gasoline then was more than enough for me to criss cross the whole of Metro Manila in a day. I enjoyed my job talking to many people everyday. Our company required us to attend regular trainings for technical updates and a special course on how to be a professional salesman. In one of the seminars I can vividly remember until now conducted by Tony Carreon, a familiar name to many of us. The topic then was 'How to Close a Sale' "How to close a sale? The most important thing to remember is 'watch for buying signals' said Mr Carreon, with emphasis. "please write this in your notebooks", he told us "Do not over sell." he said with a louder voice and continued. "What are buying signals?, while you are doing your sales talk explaining the advantages and benifits of your product, be very watchful but do not stop you sales talk, until at any point in time your prospect customer will say, its good but I do not have cash money to pay (wala akong pera pambayad) or he will say that might easily break, (baka madali masira) By the time you hear these buying signals stop your sales talk and pretend to get some papers from your bag, actually sales order forms, then continue to talk but not about you products but about his problems and doubts, You can always say, 'Sir you need not pay in cash because we have our installment program and regarding your worry that the product may easily break down, just call me by phone or the telephones of our service epartment. Then present the sales order form and a ball pen for him to decide to fill up the form and sign on the dotted lines. But do not apply pressure on him, wait some time, some loss talks and jokes may suffice. If still no action ask him his first name and pretend to write it yourself on the form. Then he will do it by himself Do not talk anymore about your products unless you are asked to clarify some points. After his signature fixed talk about some personal things and prepare to leave. What a graceful exit!" narrated with exclamation the grea t Tony Carreon. The old days selling techniques but still relevant today. Mel #