In sales, when a prospect is ready to buy they won’t necessarily say the words but they begin to display certain buying signals. As sales people we should be picking up on these buying signals in order to close the deal.
So what are these buying signals and how should you respond to them? Keep reading or click play on the video!
https://youtu.be/2KJNf_iamtE
BUYING SIGNAL NUMBER 1
ASKING QUESTIONS ABOUT YOUR WARRANTY AND SERVICE.
If your prospect wants to know more about your warranty or the way you deliver your service, it’s a clear sign that they’re about to become a customer. It means that they’re thinking ahead to what will happen when they own your product and whether their investment will be protected should something go wrong.
WHAT SHOULD YOU DO IF YOU NOTICE THIS BUYING SIGNAL?
Detail clearly how you will deliver your service and whether your product comes with a guarantee or warranty. Make sure you follow up with a question, such as:
“Does the information I’ve provided give you enough to move forward and make a decision?” or “I’ve given you the information here, is there anything else you’d like to see in order to show you that we’re the right company to work with?”
Asking questions like these gives you the opportunity to move your prospect forward to the next stage and even closer to becoming a customer.
BUYING SIGNAL NUMBER 2
WANTING TO CONFIRM A PRICE OR SEE A CONTRACT.
A cold lead doesn’t care about the price of your product because they simply aren’t interested in buying from you. If, however, a prospect asks about a confirmed price, it means they are serious about their purchase. Likewise, asking to see a contract means they want to check that the terms and conditions will work for them and are almost certainly ready to become a customer!
WHAT SHOULD YOU DO IF YOU NOTICE THIS BUYING SIGNAL?
Take some time to go through your terms and conditions with your prospect and ensure they are satisfied with them. In terms of pricing, talk to them about what they deem as being important. Try to accommodate their needs and move the sale forward.
Say to them:
“I’m very happy to go through our terms and conditions with you. Please let me know if you need anything else to make a decision to go forward.”
BUYING SIGNAL NUMBER 3
ASKING YOU TO REPEAT KEY ASPECTS OF YOUR BENEFITS OR SERVICE
If your prospect asks you to repeat particular information about the benefits of your product, it’s a strong sign that they are really interested in buying. They are reaffirming that your product is a good fit for them and reassuring themselves that they are doing the right thing.
WHAT SHOULD YOU DO IF YOU NOTICE THIS BUYING SIGNAL?
Provide your prospect with clear details about the outcome of the purchase and the problems you will solve.
Ask them:
“What would be the key information you’d want to see in order to make a decision to move forward?”
Asking this question will mean you get to the bottom of their reservations immediately and you’ll be able to provide them with exactly the right detail in order to move them along and speed up the sales process.
BUYING SIGNAL NUMBER 4
ASKING ‘WHAT HAPPENS NEXT?’
This question is music to any salesperson’s ears and if you hear these words you should take immediate action. Your prospect is saying that they’ve heard everything they need to know and they’re ready to progress to the next stage.
WHAT SHOULD YOU DO IF YOU NOTICE THIS BUYING SIGNAL?
If your prospect asks you ‘what happens next?’ You MUST be direct and tell them you want to move forward and work with them.Say to them:
“I’m in a position to move things forward over the course of the next 2 weeks. How can we do that and would that work for you?”
As a salesperson you must take control, direct them to the next stage of your sales process and convert them to a customer.
BUYING SIGNAL NUMBER 5
ASKING HOW QUICKLY THE SERVICE CAN BE DEPLOYED
This is a great signal to have from a prospect because it means they have most likely made up their mind that you’re the right company for them and they’re keen to close the deal.
WHAT SHOULD YOU DO IF YOU NOTICE THIS BUYING SIGNAL?
Put the ball in their court.Say to them:
“How quickly would you like it deployed? How quickly can you move forward?”
Doing this will help you to qualify your prospect’s time scales. Try your best to accommodate their time scales but if you can’t, be honest with them. Ensure that you don’t promise anything you can’t deliver.
BUYING SIGNAL NUMBER 6
THEIR BODY LANGUAGE
Your prospect’s body language is another subtle yet powerful sign to look out for. Are they displaying open or closed body language? Are they sat forward, showing interest or do they have their arms folded? Are they smiling or scowling? Are they maintaining eye contact or are they gazing elsewhere, uninterested?
WHAT SHOULD YOU DO IF YOU NOTICE THIS BUYING SIGNAL?
If your prospect is displaying negative body language, then they probably need to be warmed up a bit more and they’re unlikely to be ready to buy. If, however, your prospect is displaying positive body language, take full advantage of this and ensure you ask them the right questions at the right time to get them over the line.
Say to them:
“I’d love to be able to help provide that service, what is key for you in moving forward?”
BONUS BUYING SIGNAL
THEIR ONLINE ACTIVITY
There are plenty of tools out there that can help you assess your prospect’s interest in your product or service. For example, a prospect that clicks a link in your email is more interested than a prospect who doesn’t open your email at all. A prospect that fills out your form on your website may be an even warmer lead. In business, it’s important to constantly be assessing these analytics and engaging with warm leads as quickly as you can.
WHAT SHOULD YOU DO IF YOU NOTICE THIS BUYING SIGNAL?
If your prospect is showing high levels of engagement with your email marketing for example, send them a personal email to see if you can help them any further. Or, if you have a contact number for them, pick up the phone and talk to them. Read this blog to learn what language to use with prospects to get better results!
So there’s 7 buying signals you should not ignore and how to respond to them. Some buying signals are more subtle than others and although they may be more difficult to spot, they’re always there! So look out for them and respond effectively to get you prospect over the line.
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