BRX Pro Tip: Listen for Buying Signals
Stone Payton: Welcome back to Business RadioX Pro Tips, Stone Payton and Lee Kantor here with you. Lee, today’s topic, listening for buying signals.
Lee Kantor: Yeah. A lot of times I’ve been working with salespeople in my life here as I’m doing different things, that they are just so intent to kind of just throw all of their features and benefits at me that they’re not even listening to what I’m saying. And a lot of times I’m giving them clues that I want to buy something, but they’re so adamant to go through their presentation and check all the boxes, so they can tell their boss that they went through the entire presentation, that they’re not even listening to what I’m saying anymore.
Lee Kantor: And I think that prospects, a lot of the times, they’re telling you they’re ready to buy something, and they may not be saying the words I’m ready to buy something, but they’re asking things like, What’s the timing on that? Or, what’s it like to to implement that? Or, how much does it cost? You know, different variations about what success looks like for themselves. And if you’re not listening to that, you’re missing an opportunity to kind of close the deal because you’re so focused on just giving another presentation.
Lee Kantor: And I don’t know if this is something that larger organizations they just drill into their salespeople that you got to go through the whole presentation, you got to give them the whole pitch. They don’t invest any time on teaching them to have a good authentic improvised sales conversation.
Lee Kantor: I mean, great sales conversations happen when you’re listening instead of waiting to just speak and talk about the next slide. So today, if you’re in sales, pay attention to the questions the people you’re talking to are asking, and then treat them kind of like clues instead of interruptions to your presentation.
