Recognizing Buying Signals
The CHEF Technique
C
o
Cheek or Chin
o
o
H
o
Hands
o
o
E
o
Eye Contact
o
o
F
o
Friendliness
o
Stroking cheek or chin means satisfaction
Leaning forward and nodding
Open and Relaxed.
Plams Upward
Rubbing Hands means assumed ownership
Constant contact is good
Dilated eyes mean relaxation
Rolling or squinting means confusion or ire
Smiling
Relaxed
Casual conversation
Some verbal and non verbal
buying signals
Verbal
Signals
o
objections mean interest
o
Resistance
How much is it?
How soon can I get it?
Sounds good.
What's the next step?
o
o
o
o
o
o
Gestures
o
o
o
o
o
Other
o
o
Nodding head
Leaning forward
Rubbing chin
Tugging ear
Reexamines product, sample or paperwork
Relaxes and become friendly.
Stopping just short of buying
Asking about price means they are sold on
benefits
Reinforcing or agreeing with your ideas
Asks another person's opinion.