Communications Center for Holy Gardens: buying signals

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March 07, 2014

How to Lose the Sale: A Cautionary Tale Know how to Read Buying Signals

Know what the buying signals are from the prospects. KNow how to read them.

And use them to close more sales. When the prospect is ready to buy; go for the kill, close the deal

Jorge US

Holy Gardens Group

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---------- Forwarded message ----------
From: Wendy Weiss <kim@wendyweiss.com>
Date: Thu, Mar 6, 2014 at 4:01 AM

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Are you missing your prospect’s buying signals? Buying signals are things that prospects say and do that tell us they are likely to buy. Ignore these signals at your peril…

How to Lose the Sale: A Cautionary Tale

By Wendy Weiss, The Queen of Cold Calling™

Recently I’ve been feeling tired and a little bit stressed. For the past few months we’ve been working very, very hard putting together our incredibly successful Prospecting for Profit Summit that ended last week. I decided now that the Summit was over to treat myself and get a massage. I wanted someone that would come to my apartment as riding the subway and/or trying to flag a cab in NYC after a massage seemed counterproductive.

A friend of mine, who knows about these kinds of things, gave me two recommendations, Natalie and Will. She recommended I try Natalie first as she said Natalie was a “genius.”

So of course, I called Natalie. She never called me back. When I saw my friend the following week I mentioned to her that I’d never heard back from Natalie. My friend said she’d call Natalie on my behalf. She then sent an email saying that she had spoken with Natalie and that Natalie was expecting my call. This seemed a little complicated just to get a massage.

I called Natalie again and this time, luckily I guess, caught her on the first try. We discussed what I needed and her rate and all that was left was to set up a time to actually get the massage. I opened up my calendar. We started going back and forth with dates and times. I’m pretty busy so it was a little bit difficult to find a good time that would work within the parameters that Natalie had given me but that’s what I was trying to do and then Natalie said, “Why don’t you think about it and call me back?” I was stunned.

We said our goodbyes and hung up.

So, Dear Reader, do you think I thought about it and called her back? Of course not. I called Will. Will called me back in a timely fashion, was easy to deal with and I have an appointment next week.

So what is the moral of our story? First, if a prospect does call you it’s a really good idea to return the phone call. Second, when a prospect is exhibiting buying signals… something like checking their calendar to schedule the meeting, don’t let them go. Have some patience. Looking at a calendar to set up a meeting is a big buying signal. Ignore buying signals and your competition gets the sale.

I’m really looking forward to my massage next week with Will!

If you missed out on last week’s Prospecting for Profit Summit, don’t worry…there is a way you can tap into all of this great information…any time you want. We’ve put together the Summit Replay Package to give you instant access to:

Top LinkedIn Expert Viveka Von Rosen on LinkedIn Prospecting: 5 Simple Steps for More Effective Lead Generation, Better Lead Engagement and a Higher Closing Ratio!

The legendary “Builder of Sales Champions” Tom Hopkins on Prospecting in Your Own Backyard: Using Your Network, Customer Base and Lead Swaps to Build Your Business

“America’s Top Copywriter” Bob Bly on The Silver Rule of Marketing: Why It is Better to Get Prospects to Come to You Instead of You Going to Them — and how to make it work

Referral Selling Expert Bob Burg on Creating Endless Prospects and Referrals

And, of course, me – The Queen of Cold Calling™ Wendy Weiss on How to Break Through the Resistance Wall to Engage with Your Most Profitable Prospects

With the Summit Replay Package, you can listen to all five expert programs -- including the question and answer periods -- any time you like AND refer back to it again and again.

If you want proven strategies to reach more of the customers you want and make money, order your Summit Replay Package and get learning.

Wendy Recommends

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