Here are a trio of tried (and supposedly proven) theories you might keep in mind when pitching a new prospect:
1. If the buyer scratches or touches his or her chin, it’s a signal of being ready to buy. Go ahead -cut to the chase and close the deal!
2. If the buyer touches his or her nose, you haven’t ‘sold’ the sale yet -but you’re close. Keep on talking!
3. If the prospect touches his or her ear, there’s some indecision in the air. You might want to move towards a trial close at this point.
