Seven Non-Verbal Signals that a Prospect Likes What You are Saying
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This is part one of a two-part series. Part two will appear tomorrow.
Have you ever been oversold? Have you ever talked yourself in and then out of buying something? Sales is not a process of convincing someone to buy. A sale is made because you listened to needs – and then recommended a solution a prospect understood.
When you are new to financial advice, you try to talk people into buying. When you are more experienced, you listen for openings, and then present viable solutions. But the best advisors are so elegant, they “listen” people into buying. This not only means you effectively probe for needs and wants. It also says that you can read emotions while you engage. Some of those reactions are cues that the prospect has heard enough and wants you to move to the next stage of the process. Sometimes these cues indicate they want to buy.
Kevin was referred to John by a mutual friend. The referral was so strong, the prospect felt immediate rapport, and told John exactly what he needed. John then presented solutions. John tailored every feature and made them into benefits. He was on a roll. John kept talking, and talking, and talking. After about an hour, the prospect looked down at this watch and excused himself. He had another appointment. He said, “I‘ll get back to you later.”
Was he a bad prospect? No, in fact he went out the next day and engaged a competitor. John oversold him. He talked himself in and then out of the sale. If you are too concerned with what you are presenting, you will fail to notice buying signals.