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Dave Richardson

Here Are 11 Signals That Your Customer is Ready to Buy

Salespeople miss 2.5 buying signals for every sale. Here’s how to miss fewer.

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TIP: CATCHING ALL BUYING SIGNALS IS CRITICAL

WHY IT IS TRUE: It is estimated that salespeople miss an average of 2.5 buying signals for every sale. A buying signal is defined as a verbal or nonverbal indication by the customer that he or she is ready to buy. 

PLAN OF ACTION: Keep a close eye out for these non-verbal buying signals:

  • Customer reaches for his wallet.
  • Customer (with a lady friend) winks at you at a moment when she is momentarily distracted.
  • Customer holds the piece and looks at it for longer than the usual period of time.
  • Customer moves the piece toward herself on the counter pad.
  • Customer continues to look at earrings, necklace in the mirror for an extended period of time.
  • Customer strokes their chin (good sign).
  • Customer pulls their nose (a negative sign).
  • Customer begins walking toward the register (if you miss this one, you better invest in a new pair of glasses).
  • Customer taps their forefinger on the glass countertop.
  • Customers hold and look at the piece together, occasionally taking a moment to glance into each other’s eyes.
  • The customers’ pupils dilate. This is a great nonverbal sign that they are with you. If the customer’s eyes are constricted, you better make a fast change or they are out of there.
  • Sometimes it’s not what the customer says, but what they do not say that indicates their readiness to buy.

This article originally appeared in the May 2018 edition of INSTORE.     

David Richardson is a certified professional speaker and a consultant to retail jewelers and manufacturers worldwide helping them grow their diamond bridal engagement business.

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Dave Richardson

Afraid to Discipline an Employee? Don’t Be

Your other employees will be encouraged when it’s deserved.

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Sales Truth: Taking action against one employee does not lower the morale in others.

WHY IT IS TRUE:Your sales manual clearly defines the standards of performance required in your store.

PLAN OF ACTION:From the day people are hired, they should understand what your standards of performance are in your store. They are very simple; you have performed by them for your entire career. Those whose performance falls well below those expectations should be called for a one-on-one, closed door meeting with you. The other employees in your store will be encouraged to by your actions, and will continue to perform at levels within your expectations.

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Dave Richardson

Why Getting a Client to Talk About Themselves Can Help You Close the Sale

It proves you care.

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WHY IT IS TRUE: The more you get them to talk about themselves, the higher your closing ratio will be.

PLAN OF ACTION: Ask them questions about how they met, what some of their plans for the future are, etc. Just the fact that you are interested in them, and how they met, will go a long way to helping you close the sale.

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Dave Richardson

Here’s Why Having a Mirror on Your Counter Is So Critical

It’s not just vanity.

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WHY IT IS TRUE: This gives her an opportunity to immediately see how the beautiful piece of jewelry looks on her.

PLAN OF ACTION: Take this opportunity to observe her reaction, ask open-ended questions to reveal her feelings, and move for the close accordingly.

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