Page 130 - TCDB combined Book
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106 The Complete DESIGN-BUILDER
Buying Signals:
During the selling process always be aware of responses from a
prospect that can show his readiness to make a buying decision. Some
buying signals to look for include the following.
? Favorable acceptance of your Proposal.
? Lack of discussion or concern regarding your price.
? Reference to choice of colors, delivery, schedule, terms of payments etc.
� Detail questions about a formal contract
Trial Close:
There are many different techniques in closing a sale. During your
sales presentation look for the opportunity to attempt a close. Remember that
should a negative or inconclusive response be received from the prospect
move on to your presentation details and attempt to Trial Close later.
Favorable buying signals as outlined above can trigger a Trial Close and
therefore be prepared to close the sale when these opportunities present
themselves. Acknowledgment by a prospect to your positive verbal statements such as “when we
start design” or “together we will review the tentative schedule” should prompt a Trial Close.
