Are you tired of getting the runaround from customers and prospects? Maybe it’s time to get more honest with yourself – so you can start understanding customer signals better.

Happy Ears

It’s easy to hear what we want to hear in sales, especially when rejection often feels like the end of an opportunity. But it’s crucial that you listen to your customers for what they’re actually saying. Be honest with yourself about what you hear! This is where understanding customer signals becomes so important as an effective Closer.

Stay Curious

The next time a customer says something like, “Shouldn’t be a problem,” “All set,” or “I don’t see why not,” don’t just take it at face value. Double down on the question to make sure you’re getting a definitive answer. This prevents any miscommunication that could derail your sales process, and ensures that you remain clear-eyed and understand customer signals.

For example, when a prospect says “I don’t see why not,” ask follow-up questions like, “What might prevent you from moving forward?” or “What steps do we need to take to ensure everyone is on-board?” This approach allows you to dig deeper, and can help uncover roadblocks or issues you may not have anticipated. It also shows that you’re genuinely interested in understanding your customer, listening to their concerns and providing the best solution.

Reps vs. Closers

Listening carefully and asking clarifying questions is a sales skill that sets apart beginner reps from true Closers. Being inquisitive prevents misunderstandings and helps build trust with your prospects. Remain curious, listen, and truly understand customer signals. You’ll be able to respond more effectively and massively improve your chances of closing the deal.

Remember, Closer – don’t let “happy ears” mislead you about where your prospect is in their buying journey or how serious they are about making a change!

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Happy Selling!™