CHAPTER 13
How to Ultimately Tell the Buying Signs of Your Customer
There is a plethora of information on the web discussing and analyzing customer buyer behavior. We have touched on buyer behavior and its psychology, but to me it is the most important process to master and understand.
Coming out of sales and coaching, I wish I could master this process without the mystique that surrounds it. Many professional salespeople I know say, “I use my gut feeling in the end” to ascertain the customer buying position, meaning, “I look at the responses and body language of my customer and make up my mind on that alone.” Unfortunately, I and many others have been wrong at times.
I would say about 95 percent of salespeople entering into a key sale with multiple ...
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