Lesson 4: Planning the Presentation


Buying Signals


Potential customers display two types of buying signals: verbal and non-verbal.  Recognizing these signals allows the salesperson to respond and, he or she hopes, close a sale.


Questioning is a very positive buying signal; welcome as many questions as possible!  If a customer were uninterested, he or she would not ask questions about the product, service, delivery, etc.


Again, note the significance of body language.  Typical non-verbal buying signals include the following:

  • leans closer to you
  • starts to smile
  • reads intently a brochure or information you have given
  • reads a brochure
  • views the product again
  • touches the product again
  • tastes another sample