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Content provided by Neil Osborne and Neil Osborne | The Sales Catalyst. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Neil Osborne and Neil Osborne | The Sales Catalyst or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.
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E9-B2B Using Buying Signals to Shorten a Sales Close

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Manage episode 221040783 series 2404942
Content provided by Neil Osborne and Neil Osborne | The Sales Catalyst. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Neil Osborne and Neil Osborne | The Sales Catalyst or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

In this episode, Neil discusses something that every B2B salesperson experiences – whether they’re selling to the hair, beauty or body industry. What’s that? Buying signals. And if they’re read and handled correctly, they can significantly shorten your sales process and take you from a sales presentation straight to a close, in a comfortable and respectful way.

In this episode you’ll learn:

  • A clear definition of what’s a buying signal
  • How most sales people respond to a buying signal, with an answer (and nothing else)
  • How to respond to the sample buying signal, “How long does it take for delivery?”
  • Neil shares two typical examples, of how answering the client’s question doesn’t necessarily progress the sale
  • Learn how to respond with a polite and respectful question – one that will unveil what your buying is really thinking
  • Exactly when to deliver your answer
  • How to attach a trial close, to gain acceptance
  • Examples of trial closes that help you gain more information

See omnystudio.com/listener for privacy information.

  continue reading

47 episodes

Artwork
iconShare
 
Manage episode 221040783 series 2404942
Content provided by Neil Osborne and Neil Osborne | The Sales Catalyst. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Neil Osborne and Neil Osborne | The Sales Catalyst or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

In this episode, Neil discusses something that every B2B salesperson experiences – whether they’re selling to the hair, beauty or body industry. What’s that? Buying signals. And if they’re read and handled correctly, they can significantly shorten your sales process and take you from a sales presentation straight to a close, in a comfortable and respectful way.

In this episode you’ll learn:

  • A clear definition of what’s a buying signal
  • How most sales people respond to a buying signal, with an answer (and nothing else)
  • How to respond to the sample buying signal, “How long does it take for delivery?”
  • Neil shares two typical examples, of how answering the client’s question doesn’t necessarily progress the sale
  • Learn how to respond with a polite and respectful question – one that will unveil what your buying is really thinking
  • Exactly when to deliver your answer
  • How to attach a trial close, to gain acceptance
  • Examples of trial closes that help you gain more information

See omnystudio.com/listener for privacy information.

  continue reading

47 episodes

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