Remember buying signals? Need a refresher? You probably think you don’t, but as with most things in business, it pays to just take a little look at them once in a while. Perhaps you may have forgotten how buying signals work. Or maybe you’ve been ignoring them for the past few months.
Buying signals have been here since the very first person sold the very first product or service to anyone. They are ways of picking up on interest, and moving you closer to sealing the deal.
Just in case you’ve forgotten what they are and what they look and sound like, here’s a rundown of the most common buying signals that a business would be foolish to ignore. If this stuff ‘happens’ while you’re pitching or talking to a prospect, you are on the way to a sale.
Your company, what’s it like?
A prospect might ask a few questions about your company and how long it’s been operating. Rather than this being an awkward part of the process, it is a direct request for validity and authenticity.
The prospect is looking for a response from you that deserves their trust. If you are able to answer their question with a response that demonstrates your longevity and/or quality, then you have overcome a hurdle. If a prospect ever asks about your company they are only ever looking for reassurance. And reassurance can lead directly to sales.
Selling involves money. There is no way around it. If you have a product that is priced fairly and delivers value you should not ever feel that a customer asking about price is a bad thing. But still, it is probably one of the most feared aspects of the selling process.
It is easy to discount. But sticking to your guns and offering the price as quickly and as honestly as possible is the way to ensure you meet your profit targets. And remember that asking for the price is a clear buying signal. The very act of asking how much something costs means that the prospect is actively considering if they can afford it, or if the value is there.
Could you just confirm, please?
When a prospect asks you to go over a point again (such as delivery times) they are again asking for reassurance. They also want to know if what you are saying is really true. If they want you to repeat information, it simply means that they are interested, but just need to know all the facts.
So what now?
If you hear this buying signal, you are on the home straight. When a prospect willingly asks what to do next, they are asking you to help them buy. This obviously comes at the end of a long process, but if they need to know how they can acquire what you are selling and they make this clear, you just need to show them what the next step is.
Some people can be so caught up in the nerves and stress involved in selling that they actually miss the prospect asking them how to buy.
If they ask you how to move forward, sell it, already.