When trying to sell a product or service to a customer, you must pay attention to the statements they make and the questions that they ask. These statements and/or questions can be hints that they are ready to make a purchase and you need to close the deal. As a salesperson or business owner, you need to be vigilant during your discussions with a customer and be ready with the details that they need so that they will buy the product or service and not leave empty-handed.
The first big hint that they are ready to make a purchase is by asking about the warranty. Why would someone ask about a warranty if they were not interested in purchasing the actual product? If the customer asks about the warranty available, you need to be prepared to give as many details as possible so that they are comfortable. Customers want to know that they can rely on a product and have a warranty if for any reason the reliability of that product fails.
The next big hint is if the customer asks for the first time or to confirm the price discussed earlier in the conversation. Let’s face it, the price is usually the selling point of any product or service. A customer wants to know that they are getting their money’s worth for what they are purchasing. Everyone works hard for their money, so they want to be sure that they are not wasting their money on something they need or want. If they ask about the price, give them the details of the price and why it is what it is. If the price is negotiable, let them know that.
If a customer asks about your company, they are wanting to be sure that they are going to be provided a product or service from a reliable company. They aren’t just buying a product or service, they are partnering with your company. In order to make them feel more comfortable, they want to know how reliable and trustworthy your company is; whether you care about your customers or are just about making money. The more comfortable you can make them that your company is trustworthy and reliable, the more likely they are to do business with you.
Asking about the type of payments that are taken is a huge sign of their willingness to make a purchase. Let them know all of their options for payments; if you accept financing, credit cards, cash, checks, etc. Sometimes the manner in which you take a payment can be the difference between making a sale or not. Not everyone has the same options available so they may not be able to make certain payments. Be sure to allow them to ask questions regarding payment types, so they understand fully.
Last, but definitely not least, is them asking what the next step in the process is. If they care what the next step is, they most likely want to move forward in the buying process. Explain in detail and make them feel comfortable. This will ensure a sale and a happy, hopefully, repeat, customer.