breaking news
Healthy Food Factory Commissary Commercial Kitchen in Boca Raton, OUR KITCHENS ARE AVAILABLE 24/7/365 - Call (561) 394-7466 - Healthy Food Factory Commissary Commercial Kitchen in Boca Raton, OUR KITCHENS ARE AVAILABLE 24/7/365 - Call (561) 394-7466
Sign up for Newsletter
Email:
Florida_Panthers_Single_Game_Tickets_DIGITAL_8_2_18_CHILL_300x250.jpg
Century_21_Stuart_Goodwin.jpg
SFWW_236X150_WEB_AD_HAPPY_HERALD.jpg
Healthy_Food_Factory.jpg
South_Flo_Gutter_Services.jpg
Superios_Tint.png
DirectFreight.jpg
Open_house_Interior.jpg
A_H_Automotive.jpg
Dos_Amigos.jpg
Storm_Depot.jpg
Perfectly_Imperfect.jpg
Hemp_Factory.jpg
CBD_Docs.jpg
Bicycle_Spot.jpg
Allure_Massage.jpg
PG EXPRESS_1.jpg
Nomad_banner.jpg
Ace_Hardware.jpg
FinsFurs_Feathers.jpg
Ace_Hardware_rental.jpg
rss.jpg

 

 

 

 

 

 

 
Home / Articles / Columnists / Strategic Selling /  Recognizing Buying Signals
. . . . . . .
Thursday, February 2,2012

Recognizing Buying Signals

By Brian Tracy  

Chin Rubbing Chin Rubbing is another sign that the customer is approaching a buying. Whenever a prospect goes into deep thought, his hand comes to his chin and his head goes down. If you are talking with a prospect and he begins rubbing his chin and thinking, stop talking immediately. Your customer has now gone inward and is no longer listening to you. If you continue to speak, you will sound like a droning noise in the room, like a big bee trying to get out the window. Instead, become perfectly silent.

If you are talking with a prospect and he begins rubbing his chin and thinking, stop talking immediately. Your customer has now gone inward and is no longer listening to you.

While the customer is rubbing his chin, he is processing your offer. He is thinking through how he can buy your product, how he can pay for it, how he will use it, where he will put it, and so on. When his hand comes down from his chin, his head comes up, and you make eye contact with him, in 99 percent of cases, the decision to buy has been made. At this point, smile and ask a closing question, such as, "How soon do you need this?" Then sit silently until you get confirmation.

 

  • Currently 3.5/5 Stars.
  • 1
  • 2
  • 3
  • 4
  • 5
 
 
Close
Close
Close