Turning Browsers Into Buyers: How to Move From Casual Interest to Purposeful Conversation

his is the fifth and last in our July series on increasing effectiveness early in the interaction, which will impact your ability to close or to schedule an appointment. As always, there will be actions for sales associates to take and for sales managers to take and coach.

This is a pivotal point in communication between the salesperson and the new customer. No pun intended!

How do you move from casual interest to purposeful conversation?

If you have managed to connect and begin to chatter wi…

THE MONTHLY Sales Skills SERIES: Turning Browsers Into Buyers

You Don’t Have a Traffic Problem. You Have a Conversation Problem.

What happens when a customer walks into your showroom and says, “I’m just browsing”?

For many salespeople, the interaction ends almost as quickly as it began. They tell the customer to look around, promise to check back later, and hope another opportunity to connect presents itself.

Usually, the salesperson returns a few minutes later and asks, “Do you have any questions?”

The customer says no.

That is not necessarily a traf…

How to Identify Buying Cues Early

This is the next in our July series on increasing effectiveness early in the interaction, which will impact your ability to close or to schedule an appointment. As always, there will be actions for sales associates to take and for sales managers to take and coach.

Once the conversation begins, the next skill is listening for what the customer is already telling you.

Customers give buying cues early. Sometimes they give them with their words. Sometimes they give them with their questions. Somet…

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Turning Browsers Into Buyers: How to Move From Casual Interest to Purposeful Conversation

THE MONTHLY Sales Skills SERIES: Turning Browsers Into Buyers

You Don’t Have a Traffic Problem. You Have a Conversation Problem.

How to Identify Buying Cues Early

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