Thoughtful Thursdays - 3 L's

We talk at length, sometimes ad nauseum, about how important it is to communicate your message of value to your customers.

Unfortunately one can be so focused on delivering a value proposition, the customers' needs become secondary. Be mindful that some get the point more quickly than others. Remember that it is about the customer, not the you.

There is nothing more frustrating than wanting to make a purchase, and finding the seller is not ready to take the order because they too busy talking about how much they are going to help.

Today's thought is to look, listen and learn from the signals given by your prospect.

Look for indicators that your prospect doesn't want to hear any more:

• Eyes glazing over
• Loosing interest
• Looking at their watch
  

Listen for the customer indicate their willingness to purchase.

• Agreement with you
• Questions about ordering

Learn from these signals

• Test close
• Ask for the order

Good selling,
Richard