Here’s our dog again . . . and this time he’s reminding you not to talk right through a buying signal!

For example, you’re part way through your sales interview, and your prospect says, “This is exactly what I’ve been looking for.”

You’ve worked hard on this presentation, and you’re proud of it, so you say, “Wait until I show you this next part.”

You’ve just fallen into the “Don’t Buy Yet, I’m Not Finished Selling” trap.

Your prospect just gave you a serious buying signal.  Pull out the paperwork and say, “Great -- let’s get started.”

When an interview is going well, your prospect will always give you buying signals.  Listen for them!