Although you should never be shy about asking for business, prospects will probably give you some signals when they are ready to become customers. Here are some signals that suggest they are ready to buy:
Asking about availability
Asking specific questions about rates, prices or affordability
Asking about features, options, quality, guarantees or warranties
Asking positive questions about your business
Asking for something to be repeated
Making statements about problems with previous vendors; they may be seeking reassurance from you that you won't pose the same problems
Asking about follow-up service or other products you carry
Requesting a sample or asking you to repeat a demonstration for them or for others in their company or family
Asking about other satisfied customers. You should have a list of satisfied customers ready to give to prospects who ask. (Make sure you've already contacted these customers about serving as references)
These are some techniques that often help prospects make the decision to buy.
Quit talking after you ask a closing question. Give prospects the opportunity to say yes.
Offer an added service, such as delivery.
Offer a choice, such as "would you prefer the blue one or green one?"
Offer an incentive such as a 10 percent discount for purchases made now.
Lead the customer through a series of minor decisions about such factors as their preferred color or model that are easier to make and that lead to make the bigger decision to actually purchase.
Don't give up too soon. Learn to understand prospects' buying styles; some people take longer than others to make a decision.
