Risk & Business Magazine F.A. Peabody Insurance Spring 2016 | Page 14

What’s the Prospect Really Saying?

closer inspection, reveal no actual commitment. They contain
indecisive, play-it-safe words or phrases that allow prospects
(and customers alike) to avoid making commitments.

BY: ERIC FRY, MANAGING PARTNER, SANDLER TRAINING

Examples of “play-it-safe” language from prospects could
include:

Look Past the “Buying Signals” and Ask More Questions

• I’m inclined to place the order this week.
• I believe that there’s a good chance that we will award
the project to your firm.
• Things look pretty good.
It’s likely you’ve heard your share of statements like this from
prospects. Perhaps you even considered them “buying signals.”
But how much certainty can you really attribute to words like
inclined, good chance, and pretty good?
A simple reverse – meaning