Skip to content
Show
4 Signals the Customer is Ready to Buyby Paul ReillyHow do you know when to ask for the sale? When the customer tells you to. The customer will tell you when they are ready to buy. They will give you clues. These are called buying signals. When salespeople try closing the sale before the customer is ready, they are really guessing. Salespeople are left thinking the customer is indecisive. Realistically, the customer is not ready to buy. On the other hand, salespeople that try closing the sale too late are missing an opportunity. Salespeople are again left scratching their heads wondering why the customer is not ready to buy. Closing the sale is more about timing than style. The right timing is more important than a gimmicky close. In my previous article, How Not to Close the Sale, I recommended using a simple, straightforward approach called the two-question approach. The two-question approach is asking the customer for their thoughts and then asking for their business. If the customer is ready to buy, they will let you know. Here are some buying signals that indicate the customer is ready to move forward.
The customer will let you know when they are ready to buy. It is the salesperson’s job to listen. Salespeople should recognize these buying signals and respond appropriately. To improve your awareness of buying signals, conduct a signal review after each call. In this review, ask yourself, “What signals were present?” This review will help you become more aware, and it will also sharpen your listening skills. To learn more, join us for our next Sales and Service 101 public seminar. Click here for more information. The investment is only $295 per participant. To register, call (636) 778-0175. If you can't find the answer you are looking for, ask us! studio21082017-08-25T10:25:01-05:00What are 3 closing cues that indicate someone is ready to make a purchase?Closing the sale is more about timing than style. The right timing is more important than a gimmicky close.. Nodding their head. ... . The customer starts repeating a benefit statement. ... . The customer asks for the price. ... . The customer says yes.. What are examples of buying signals?A prospect who is interested will show these positive buying signals:. Nod and look genuinely interested. ... . Stop to ask questions. ... . Share information about their needs. ... . Share information about issues they may be having with their current solution. ... . Keep the conversation going. ... . Hesitate to schedule time with you in the first place.. How would you interpret buying signals from a customer?Smiling - If a customer smiles while you are presenting benefits or pricing, it is usually a good sign. Leaning Forward - When customers lean forward, it usually means they are interested in what you are saying, so, if well-timed, leaning forward can be a strong buying signal.
Why is important to recognize buying signals?For B2B sales and marketing companies, buying signals are of great importance, as they can help track the most promising leads, saving time and closing more deals. You can find them at various steps of the buyer's journey. Some buying signals may occur when prospects visit companies' websites.
|