5 Ways To Recognize Buying Signals | Sales Training in B2B Marketing
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5 Ways To Recognize Buying Signals | Sales Training in B2B Marketing

– You’re missing
the buying signals. That’s right. Your clients, your customers, they’re giving you
buying signals everyday and you’re missing them. You’re stepping over dollar
bills to pick up pennies, nickels and dimes. Hi, I’m Dave Lorenzo. This is The Dave Lorenzo Daily. And today we’re going
to demonstrate to you, what the biggest
buying signals are, and how you’re missing them. And you’re gonna be
able to take advantage of these right away
and grow your business. Now, why do you need this? Let me show you five reasons why you need to
watch this video, you need to join me
for today’s session of The Dave Lorenzo Daily. First, there are five
things that you’re missing. And the simple fact that
you don’t know about these, is killing your business. So, just the process of
sitting down and going, “Hmm, I thought that
meant something. “I’m really glad
I watched this.” That’s gonna be incredibly
valuable for you. The second thing is, this will help you stop
selling past the close. Everyday I hear
stories of my clients who are out there
working really hard to attract new customers
into their business, and they told me
a story about how a client of theirs
asked a question, and that question
was a signal to them that they wanted to
buy, and they missed it. They absolutely missed it. And they keep selling,
and they go on for so long that their client says,
“You know, enough of this, “I can’t stand this
person anymore, “I gotta get out of here.” When you sell past the close, you actually drive people away. I don’t want you to do that. You’re gonna stop
doing that right now. The third reason is that you are driving
clients away right now and you don’t even know it. Forget about selling
past the close. You might be repelling someone
who comes into the office and all they wanna
do is put money down. You’re driving them away. I went to buy a car recently, and in going out to buy
a car what I did was, I sent an email to 20
different car dealers. 20 different Lexus dealers
within 150 miles of my home. I said this is
exactly what I want. This is what I’m
willing to pay for it. I sent the email out. Three of them responded, I
called the three on the phone, I made an appointment to
go in and see the one, and I said, here’s what I want. I’m gonna give you a cheque, if you have the
exact car I want. I want it detailed and
I want it ready to go. I don’t wanna be
in your dealership for more than a half hour. The person said, fine. I went to the dealership. They tried to upsell me. They tried to put me in
another car that I didn’t want. It was an SUV and
I wanted a sedan. It was a disaster. Within 45 minutes,
I was out of there because I said I wanted to
be in and out in 30 minutes. I showed the guy the cheque, I said I have a cheque
for you right here. I told you I wanted to
come in and be done. I called the second dealer. I said, I’m driving over, it’s gonna take me 45
minutes to drive to you. I have a cheque in hand. I wanna give it to you,
pick up a car and go home. He said, no problem. I walked in, he met
me at the front door, shook my hand handed
me the keys, said, “Check the car out and let
me know if it makes sense.” I went inside,
signed the paperwork, I was out of there
in 15 minutes. You’re driving
clients away right now because you’re missing
the buying signals. I’m gonna help you
stop doing that. The fourth thing that
this will help you do, is it will help you maintain
control of the sales process. Your clients wanna buy from you, your prospects wanna
turn into clients, they wanna buy from you, but they need to be led down
a path in order to do that, and they need to feel
good about that process. This is going to help
you see your way clearly to doing that. Finally, the final point, this will help you negotiate
better with your clients. It’s going to help you
recognize opportunities that you’re not currently seeing in the negotiating
process with your clients. Let’s get started with
buying signal number one, and that’s consultation. Before we get into
buying signal number one, I wanna remind you that we’re
here everyday at 5:00p.m. on The Dave Lorenzo Daily. I deliver great sales
information to you, and that sales information
is available 24/7, 365. So if you miss an
episode in real time, you can go back and watch the hundreds of episodes we
have here on the channel. But I don’t want you
to miss an episode and I want you to be a
part of our community. So please hit the
subscribe button and ring the notification bell, so that you get notified
when we upload a new video. We do that several times a week, sometimes several times a day. And we also go live and
answer your questions live here on the channel. So make sure you hit the
notification button there and ring a little bell
so that you get notified when we upload new videos. And I thank you. Okay, the first buying signal
that I want you to recognize, is when clients ask for or
are seeking a consultation. So, the client invest his time to make a phone
appointment with you, or the client invest her
time to come into your office and have a consultation. You know who invests
that kind of time? People who wanna buy. Nobody wants to waste time. Even people who say
they’re shopping around, if they’ve come to visit
you, you can sell them, you can take them down
right in that call, because they’re there, they’re investing
their time with you. This is critically important. If somebody shows up, you
have to say to yourself, this person wants
to work with me, I got to make it happen. The second reason that
consultations are so valuable, is that the client is qualified. A client who walks
into your office, sits down with you, is not
gonna do so if they’re broke. Broke clients don’t
invest their time because they don’t
wanna be embarrassed. The client also has a problem
they think you can solve because they’re there. And the client also has the
ability to make a decision, because they wouldn’t
be investing this time, if they weren’t ready,
willing and able to decide on buying
your services. The next point is that
this client wants help. Think about the person
who comes to see you. You don’t go to
a doctor’s office unless you want help
with a medical problem. People don’t come to see you unless they want
help with the issue that they’re currently facing. The final point, and
this is so important, this final point right here, clients feel better
when they take action. Just the act of coming
into your office makes the client feel better, why not continue that
good feeling with them and have them do
business with you? That is a huge buying signal. Setting up a consultation,
whether it’s on the phone or in person, especially
if it’s in person, is a huge buying signal. Buying signal number two. A client attends
an event you put on or a prospect attends
an event you put on. I am a huge fan. And those of you who watch
The Dave Lorenzo Daily, know I’m a huge fan, of doing events as a way to introduce yourself
to your clients. If a client travels to a
city that they don’t live in and invest in a hotel room, they invest in an
airline ticket, they pay to come to
one of your events, that’s a buying signal. They’re checking you out. They wanna know if
you’re the real deal. That’s why they’re there. So if a client
travels to an event, that’s a buying signal. A client pays to
attend an event, I have a lot of my clients
who wanna do free events. And a free event is okay, if everyone’s coming
from out of town, and they’re investing
in the travel, they’re still
making a commitment. But a free event in a local
city that’s only an hour long, that doesn’t show me
enough commitment. So if a client pays to attend
an event that you’re hosting, that is a buying signal. If while the clients
at the event, they talk to other
clients of yours, or they talk to other people
who’ve worked with you, or they talk to the people who are hosting
the event with you, that’s a buying signal. They’re checking you out. People check you out when
they wanna work with you. Finally, a client
who comes to an event is under what we
would call the ether. A client who comes to an event
has a really good feeling from interacting with you, interacting with
people who like you, interacting with
people who trust you, that person wants more, they want more of
that good feeling and they associate that
good feeling with you. Buying signal number two is
when a client attends an event. Anybody who goes to an
event that you put on, needs to be made an offer. You need to make an offer to everyone who attends
one of your events, because they’re there
because they like you and they want more of you. Buying signal number three. When a client shares a problem they’re experiencing with you. Your friends tell you
their problems all the time because they wanna feel
better about what’s going on. The same thing is true, when your client shares
a problem with you. A client who shares a problem
with you is reaching out and asking for help. When a client expresses
vulnerability, that’s a signal they
want to buy from you. A client who’s in pain, a client who feels physical, mental, or financial pain, is someone who needs your help. And when they express
this pain to you, when they demonstrate
that vulnerability, they want you to
reach out and reach. They want you to reach
back and help them. A client who shares
a problem with you, recognizes your expertise,
that somebody who wants to buy. You have to engage
them immediately, you have to make them an offer. So buying signal number three, is when a client shares
a problem with you. Buying signal number four, is when a client
willingly participates in the buying process. So, how does the
client participate in
the buying process? If you have a discovery
questionnaire, and the client fills that out, they’re participating
in the buying process. If you have some sort of
documentation you require in order to do your job, like, a financial
advisor requires taxes and bank statements
and that sort of thing, the client turns
that over to you, they’re participating
in the buying process. That’s a buying signal. Whenever the client
does what you ask, that’s participation
in the buying process, that is a buying signal. If the client asks about the
timing for your work together. How does this work? What happens when? Those are buying signals. If a client talks
to your references, or a client asks to
talk to other people who’ve worked with you,
that’s a buying signal. If the client comes
to you and says, “Listen, if I make this
investment, will this help x? The client is confirming
his or her pain, and they’re confirming that you can take
away his or her pain, that’s a buying signal. Clients who participate in the
buying process in this way, are ready, willing and able
to do business with you. You’ve got to engage
them immediately. Don’t let this element of the
buying process pass you by, make them an offer
as soon as possible. Now we’re at the fifth
and final buying signal. And this is one that’s
often misunderstood. Price. When a client asks about price,
or they ask about financing, or they ask about the
return on investment, or they ask if they can afford
your product or service, that’s a buying signal. They want to buy. They just wanna know
how it’s gonna work out from a financial perspective. So often, I meet people who misunderstand
this as resistance. Asking about price
isn’t resistance. Asking about price is a
way of the client saying, “I wanna do this. “I just wanna make sure I
can make the numbers work. “I wanna do this. “I just need to justify
it to someone else. “I want to do this, but
I wanna make sure that “the dollars will fit in with
what I have planned to spend.” When somebody asks
about the price, you need to make
them comfortable. And the way you do that
is simply by saying, “So you wanna know
how much this costs? “I understand. “Tell me, why are you interested “in finding that out right now? “Why is price important
to you right now?” And they’re gonna tell you. “Well, I need to know whether
I can afford it or not.” And you can say, “Well,
what’s your budget?” And they’ll tell you. Or they’ll say, “I need
to be able to go home “and justify this to my wife, “and I wanna be able to do that, “so I need you to tell
me how it’s gonna work. “Can I finance it? “Does it make sense to
put it on a payment plan?” Or, “I need to go back and
present this to a committee, “I need to know what the return
on investment is going to be “so I can make the best
presentation possible.” When someone asks about price, you find out why they’re asking, you can tailor your response. Now that’s very different than somebody just right
off the bat saying, I can’t afford it. That’s resistance. But asking about price
is not resistance, it’s a buying signal. And when they ask about price
or they ask about financing, or they look for a
return on investment, or they ask for you to
help them find a way to afford this, that’s
a buying signal. Don’t miss out on
these buying signals. Alright, so I’ve given you
five different buying signals. Now you need to know
how to close the deal. Watch this video right here, and that’s going to
demonstrate to you, how you can use
these buying signals and take them to close the deal. This is the video you
need to watch right now. Please head over there and
watch this video right now. Click it. Go ahead.

About Ralph Robinson

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2 thoughts on “5 Ways To Recognize Buying Signals | Sales Training in B2B Marketing

  1. Totally agree. If people come to an event – they are only there to see if you are the real deal. If they are in the room, they want to buy.

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