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What are some leading indicators you use as early buying signals?
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2 Answers
When you ask the prospect if he/she wants what you're selling and the answer is "Yes." Otherwise you're probably going to spend a lot of time and effort on very few consumated sales.
Any invitation to continue the transaction. I grew up in New Jersey and when I explain to people that if you walk in and make a cold call in NJ and the person says, "What the ____ do you want," in the context of NJ culture, that is a buying signal! They're actually inviting you to talk!
But in the grand scheme of things, Jacques is correct; if you are not getting enough people to say "Yes" up front then you are not doing an effective job of prospecting.
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