oa SA Pharmaceutical Journal - The science of selling (part III) : recognising buying signals : management
In pharmacy, we advertise that we sell medicines. But, in fact, we are selling health and wellness. The previous two articles looked, firstly at the customer, and secondly, at sales objections. This article deals with recognising buying signals - when the customer is saying, "Yes, I want to buy your product or service", he or she in most instances will not do it as straightforward and directly as this. YOU, the salesperson must be able to recognise the subtle buying signals and act on them, otherwise you may lose the sale.
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