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Recognizing Buying Signs
If you were to poll all of your customers as to why they bought from you, they would respond with a variety of reasons. What follows are the most common reasons why people choose to make a purchasing decision and when they are ready to buy.
People make a purchasing decision when:
1. It is the right product or service that they are looking for.
2. They want to buy.
3. They are comfortable with the price of the purchase.
4. They are comfortable with the company that is representing the product or service.
5. They like and trust the salesperson.
6. It is affordable to them.
7. They like the advantages of what the product or service has to offer.
8. They visualize the positive changes/benefits of the purchase.
9. They see the urgency in taking action to minimize/eliminate a problem.)
10. They are comfortable making a buying decision.
11. They think that they have gotten a "great deal."
12. The timing is right for them to make the purchase.
13. The value derived from the investment outweighs the cost incurred.
14. They are impulse buyers. (Motivated by the emotional aspect of the sales process and the product’s potential)
Articles by this Author:
- A Manager's Coaching Dilemma: To Bring or Not To Bring Your Agenda to the Conversation
- You Are Creating Your Own Objections
- Why Your Salespeople Will Fail
- Get Over The Perfectionism
- Your Clients Aren’t Always Looking for A Friend
- Presentation Paradox
- How to Craft A Better Question
- Selling In The Gap
- Pre-Qualifying Works; Prejudging Your Prospects Doesn’t
- Recognize A Defining Moment
- Don’t Sell Like You Buy
- Recognize A Defining Moment
- The Hard Cost of Complacency
- 12 Fears That Stall The Sale
- Twelve Questions That Precede a Purchase
- Do You Create or Control The Sale?
- Learn to Let It Go Or Lose The Sale
- Build the Confidence of A Champion
- Challenge Your Lessons
- Don't Bring a Knife to a Gun Fight
- Attack Yourself
- Confirming Sales Appointments: Are You Asking For The Cancellation?
- I Just Called to See How Things are Going
- Use the News: How to Create New Opportunities Fast
- 5 Secrets to Effective Email
- 5 Ways To Keep Your Prospect Talking
- The 5 Best Openings
- What Not To Do On a Cold Call eMail
- Protect Your Time
- Yes You Can!
- Secrets Buried In a Sales Person's Resume
- Define What You Want And Write It Down
- 10 Rules for Pricing Confidence
- There's a Pony In Here Somewhere
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