In this blog “Is your customer ready to buy?” read about the tell tale signs that you must look out for before you start to close the deal.
You would have to have the cognitive powers of a Stickle Brick not to recognise obvious verbal buying signals like “This is a great product” or “I really like it”. But these aren’t the only indications that prospects are either interested or ready to buy.
Whenever I’m talking to a potential customer, I look out for questions like:
- Does the price include VAT?
- What are your delivery times?
- What guarantees do you offer?
- How long before we can start using it?
- How does this particular component work in practice?
- Do you offer finance?
When a prospect starts posing very specific queries like these – be they price/term-oriented or focused on implementation – they’re in the mindset of owning or receiving that particular product or service. And it’s at this point that a close is most likely to work.
Obviously, not every buying signal is spoken. It’s just as important that you look for non-verbal signals, too. And I’m not just talking about a nod or smile;
- Direct or lasting eye-contact
- A lean forward
- Hand on the product or brochure
- Repeated reading of testimonials
These are all positive signs that your customer is ready to buy.
Above all, remember that while some clients may radiate buying signals, others will only give one or two. Getting yourself to recognise all the variables – and to have the confidence to close without having first seen three or four – is the key to using buying signals to best effect.
For further learning on closing the deal take a look at
- eLearning courses on ‘Closing’
- The art of closing
- Valuable advice on price objections
- Power to the sales people
- Overcoming the fear factor
“Is your customer ready to buy?” is written by Lorna Leck, Managing Director of Sales Activator. firstname.lastname@example.org