Verbal Signals You Can't Afford to Ignore

Many emotions surround the buying decision--fear, insecurity,Replica Milgauss the desire to impress, et cetera. By reviewing lists like the following before meeting a prospect for the first time, you'll be in a better position to recognize the signals being sent and thus, take advantage of their meaning. (Certainly, you can and should add to the list with each new and/or unusual experience.)
FEAR
The verbal signal would be "I'm worried about...." or something similar. With this emotion, use the References Approach. For example, "Other clients had that same concern-but not for long!"
Another fear-based phrase is expressing probably disapproval from another source: "I don't think Accounting would approve of this." This is the time to use Assurances: "Let me show you how the widget can pay for itself in
just two months."
INSECURITY
You can hear the doubt in a prospect's voice when he or she says something like, "We've never done anything like this before." With this emotion, you will want to use Citations: "You've no doubt heard it said that if you always do what you've always done, you'll always have what have what you've already got. At some point, it's necessary to leave the past and move toward toward the future."