What if you could tell the exact moment that someone was convinced about something and was ready to actually do something about it, even anxious to do something about it! Would that be a valuable tool? You bet it would. Well, take heart. There is such a telltale.
We believe that when any subject reaches the point of actual persuasion they instinctively begin to ask a special type of question called “buying” questions. They are easy to spot once you are sensitized and reading this data automatically does just that.
The Real Secret
As soon as you hear the first buying question, stop selling and start closing. Acknowledge that it is obvious that they seem to have already made up their mind in favor of the proposal. And that’s fine. Verbally project how good they will feel when the course of action you have been proposing is accomplished. (Use natural drop and a high sincerity level. No humor or laughter, ever. And for heaven’s sake remember not to thank them.)
Common Buying Questions:
“Can this be customized for me?”
“Is this available in blue?”
“When does the next cycle start?”
“Can I get this into this year’s business ledger?”
“If I write you a check, will you leave me alone?”
“If I buy this will I be happy ever after?”
“Can this be delivered to my office?”
“Can I get terms for this if I want it?”
“Is delivery included?”
When you hear a buying question you always have the option to start a trial close like:
“Based on what you just said, I’m going to suggest that you get involved… If I can get the delivery included do we have a deal?”
Get the Idea? It’s the questions that show the subject’s true feelings about how to handle having the proposal in his/her life. The questions that aren’t related to his understanding of the proposal. Questions about delivery and terms, etc.