Most prospects tend to be undecided but ask certain questions that hint interest in your products or services. When a sales prospect has decided that they will make a purchase, they will often express their desire to do so ever so subtly.
Buying signals are behavioral cues that indicate the intention of the prospect and their readiness to buy.
It may be by a change in the tone of speech, head nodding, their body language or movements or just the way that they look at you, but often comes with a verbal comment such as:
- WOW! That would be nice!
- How does this work?
- What are the terms?
- That’s great, it would help us to……..
- How much does that cost then?
- How much is this going to cost me?
- How soon can it start?
- Hmmm, that sounds good!
- Where do we go from here?
- How long does it take?
If you hear a buying signal, then don’t miss it! Listen and react, look to close and don’t just carry on with your pitch because you’ve got to finish it! Adapt to that point on interest, with relevance and use closing techniques to gain a commitment.