Buy signals

Buy signals are verbal and non-verbal statements by the customer that indicate that they are willing to buy. Verbal buy signals are e.g. B. the following questions from the customer:

  • "When can you supply?"
  • "Do you deliver free of charge?"
  • "What percentage discount?"
  • "How many days payment term"
  • "How long is the guarantee period?"

Nonverbal buy signals can e.g. B. be the following utterances: The customer

  • leans forward
  • looks into the distance
  • nervously leafing through his documents

Such signals can only be perceived by the seller if he listens carefully and observes. If the customer clearly signals willingness to buy, the following rule applies: Do not argue any further, but consciously initiate the deal (closing techniques).

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