Most salespeople listen to what customers say.
The best salespeople pay attention to what customers do.
In this clip, I break down one of the biggest differences between a rookie salesperson and a master salesperson.
When a customer says:
“I’m just looking.”
“I’m not buying today.”
“I need to think about it.”
A rookie often hears an objection.
A master salesperson filters those words through behavior.
How much time is the customer spending?
What questions are they asking?
Are they comparing options?
Are they mentally moving toward a decision?
After 28 years in sales, one thing has never changed:
People reveal more through patterns than they do through words.