When are prospects ready to buy? 5 signs and what to do next
How to read a prospective client to know how and when to start closing the deal.
By Bryce Sanders|July 07, 2020 at 04:58 PM
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Agents and advisors have a fantasy: While you are presenting your proposal the prospect says, “Stop talking. You’ve convinced me! Where do I sign?” But life doesn’t work that way. This is another example of how selling is part art, part science. Experienced agents know when it’s time to stop presenting and start closing. How can you tell?
After surveying and interviewing successful agents and advisors, one of five things might happen in the exchange with the prospect.
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