Are there signs that give away your client's desire to boy? How do these become noticeable? Do customers simply do them? Or, do clients do them because they have been influenced by the presentation of the salesperson? The answer is both!
If your client asks about the available colors of your product, more or less, he has decided to buy. Privately, he has accepted the benefits he can derive from your product. He is now looking for a color that meets the scheme in his mind that complements or contrasts with the corner he will put your product in. While you are explaining, your client's ear can hear what you are saying, but his attention is somewhere else imagining the product as already being there in that special corner in his house.
You should be sensitive to this situation. If you fail to take your customer's cue, his attention might transfer to another brand. If he did so, he would immediately inquire if they have his favorite color.
Another buying statement that indicates a high probability that the client is ready to buy is when he asks about the promptness of your delivery.
"How long before this gets delivered?"
"Only about three days, sir."
"What time do you usually arrive? In the morning? In the afternoon?"
"We are on the road at eight o'clock in the morning, sir."
"Do you deliver on a Saturday?"
"Yes, sir, we do."
Sometimes an objection could also be a veiled approval of your product.
"Jun, is it true that this won't rust even if you soak it in water for a week?"
"No, sir. This is our guarantee, or you'll have your money back."
"Is it true that the spare parts are available in the Philippines?"
"Yes, sir."
If you are selling investment shares using the name-dropping-with-permission approach and you hear this statement from your client, better put out your order form and pen because he will certainly sign: "Jun, is it true that ... (big names in various businesses) are going to be my co-members?"
"Yes, sir. All of them."
