{"id":30782,"date":"2023-01-14T03:11:10","date_gmt":"2023-01-14T08:11:10","guid":{"rendered":"https:\/\/beyondphilosophy.com\/?p=28596"},"modified":"2023-03-07T18:38:23","modified_gmt":"2023-03-07T23:38:23","slug":"how-do-i-discover-if-my-customer-has-decided-to-buy","status":"publish","type":"post","link":"https:\/\/beyondphilosophy.com\/how-do-i-discover-if-my-customer-has-decided-to-buy\/","title":{"rendered":"How do I discover if my customer has decided to buy?"},"content":{"rendered":"\n<!-- iframe plugin v.6.0 wordpress.org\/plugins\/iframe\/ -->\n<iframe loading=\"lazy\" style=\"border:none\" src=\"\/\/html5-player.libsyn.com\/embed\/episode\/id\/25605444\/height\/100\/width\/\/thumbnail\/yes\/render-playlist\/no\/theme\/custom\/tdest_id\/606730\/custom-color\/f7a011\" height=\"100\" width=\"100%\" scrolling=\"no\" 0=\"allowfullscreen\" 1=\"webkitallowfullscreen\" 2=\"mozallowfullscreen\" 3=\"oallowfullscreen\" 4=\"msallowfullscreen\" class=\"iframe-class\" frameborder=\"0\"><\/iframe>\n\n<p>In sales, it can be tough to know when a customer is no longer deciding but already decided\u2014unless, of course, they tell you that out loud. So, it is incumbent upon you to read the signs that a customer has decided to buy.&nbsp;<\/p>\n<p>For example, I like to make drawings with pen and paper during my sales presentations with a contact. Then, I position the pen toward them during the discussion as an invitation for them to pick up and draw a little bit, too.&nbsp;<\/p>\n<p>If they do, it&#8217;s a good sign. Scribbling away on my pad of already scribbled paper, I know that the contact is engaged and interested in how my services will help them achieve their goals.&nbsp;<\/p>\n<p>However, there are several signals that a person sends when they are ready to buy. One of our listeners, Jason Bradley wrote in with a business pickle wanting to know what some of these signs are. In this episode we tell you and explain the psychology behind it.<\/p>\n<p>Here are a few key moments in the discussion:<\/p>\n<p>03:19 We present Jason&#8217;s business problem, how other listeners can send in their questions for us to answer on the podcast, and how Colin can tell a person has made a buying decision.<br \/> 7:20 Ryan presents the Rubicon Model and how it applies to our psychology around decision making.&nbsp;<br \/> 14:35 &nbsp;Ryan talks about the differences in our mindsets before and after decision-making, and how it applies to political discussions.<br \/> 20:41 We discuss how people have a preference for action and feel invulnerable after making a decision as part of their psychological need to be right about it.<br \/> 26:19 Colin shares a story about a sales training that taught them how to get through Death Valley, and, no, it wasn&#8217;t a desert survival tip.<\/p>\n<p>Do you have a business pickle? Tell us about it <a href= \"https:\/\/beyondphilosophy.com\/pickle\/?utm_source=Submit+Pickle&amp;utm_campaign=Show+Notes\"> here<\/a>.<\/p>\n<p>Please tell us how we are doing! <a href=\"https:\/\/docs.google.com\/forms\/d\/e\/1FAIpQLSfUIRhFvC4_Fu3iA12VkXLxiKiLKHKXA23Sah4u7oJgp9EJZA\/viewform\" rel=\"nofollow noopener\" target=\"_blank\"> Complete this short survey<\/a>.<\/p>\n<p><a href=\"https:\/\/beyondphilosophy.com\/customer-experience\/\">Customer Experience<\/a> Information &#038; Resources<\/p>\n<p>LinkedIn recognizes <a href=\"https:\/\/bit.ly\/3lfmiMy\" rel=\"nofollow noopener\" target=\"_blank\">Colin Shaw<\/a> as one of the &#8216;World&#8217;s Top 150 Business Influencers.&#8217; As a result, he has 290,000 followers of his work. Shaw is Founder and CEO of <a href=\"http:\/\/bit.ly\/2qCyo5s\" rel=\"nofollow noopener\" target=\"_blank\">Beyond Philosophy<\/a> LLC, which helps organizations unlock growth by discovering customers&#8217; hidden, unmet needs that drive value ($). The Financial Times selected Beyond Philosophy as one of the best management consultancies for the last four years in a row. Follow Colin on <a href=\"https:\/\/bit.ly\/3PnSsnY\" rel=\"nofollow noopener\" target=\"_blank\">LinkedIn<\/a> and <a href=\"https:\/\/bit.ly\/3eSvft7\" rel=\"nofollow noopener\" target=\"_blank\">Twitter<\/a>.<\/p>\n<p><a href=\"https:\/\/bit.ly\/3khNOrw\" rel=\"nofollow noopener\" target=\"_blank\">Click here<\/a> to learn more about Professor Ryan Hamilton of Emory University.&nbsp;<\/p>\n<p>Why Customers Buy: As an official &#8220;Influencer&#8221; on LinkedIn, Colin writes a regular newsletter on all things Customer Experience. <a href=\"https:\/\/bit.ly\/3paYbkD\" rel=\"nofollow noopener\" target=\"_blank\">Click here<\/a> to join the other 35,000 subscribers.&nbsp;<\/p>\n<p> How can we help?<br \/> <a href=\"https:\/\/bit.ly\/2JUAey1\" rel=\"nofollow noopener\" target=\"_blank\">Click here<\/a> to learn more about Beyond Philosophy&#8217;s Suite of Services.<\/p>\n<p><a href=\"http:\/\/intuitivecustomer.libsyn.com\/how-do-i-discover-if-my-customer-has-decided-to-buy?tdest_id=606730\" rel=\"nofollow noopener\" target=\"_blank\"><\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>In sales, it can be tough to know when a customer is no longer deciding but already decided\u2014unless, of course, they tell you that out loud. So, it is incumbent upon you to read the signs that a customer has decided to buy.&nbsp; For example, I like to make drawings with pen and paper during [&hellip;]<\/p>\n","protected":false},"author":3143,"featured_media":24561,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"","_et_pb_old_content":"","_et_gb_content_width":"","footnotes":""},"categories":[640],"tags":[],"class_list":["post-30782","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-podcasts"],"_links":{"self":[{"href":"https:\/\/beyondphilosophy.com\/wp-json\/wp\/v2\/posts\/30782","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/beyondphilosophy.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/beyondphilosophy.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/beyondphilosophy.com\/wp-json\/wp\/v2\/users\/3143"}],"replies":[{"embeddable":true,"href":"https:\/\/beyondphilosophy.com\/wp-json\/wp\/v2\/comments?post=30782"}],"version-history":[{"count":0,"href":"https:\/\/beyondphilosophy.com\/wp-json\/wp\/v2\/posts\/30782\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/beyondphilosophy.com\/wp-json\/wp\/v2\/media\/24561"}],"wp:attachment":[{"href":"https:\/\/beyondphilosophy.com\/wp-json\/wp\/v2\/media?parent=30782"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/beyondphilosophy.com\/wp-json\/wp\/v2\/categories?post=30782"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/beyondphilosophy.com\/wp-json\/wp\/v2\/tags?post=30782"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}