Imagine if every buyer just said, “I’m ready. Send me the contract.”
It would make our jobs a lot easier. But we know that in reality, buyers rarely come out and say it directly.
Instead, they signal it. Often without even realising they’re doing it.
And if you know how to spot these signals, you can move the deal forward naturally… Without pushing or guessing.
Miss them? You risk stalling deals that were ready to close.
Here’s what to look for:
1. Verbal Signals
Listen carefully to the language they use.
When buyers are serious, their questions change.
Instead of surface-level curiosity, they start speaking like future owners:
- “How soon could we have this set up?”
- “Would our team be able to customise this/that part?”
- “What would the onboarding process look like for us?”
This is because they’re no longer just evaluating. They’re envisioning themselves using your solution.
That’s your green light to start talking about the next steps.
2. Action-Based Signals
It’s not just what they say, it’s what they do.
Serious buyers:
- Bring other decision-makers into meetings
- Ask about pricing, terms, and implementation
- Request demos, trials, or examples specific to their situation
- Push for second meetings quickly, without dragging their feet
These actions show they’re investing real time and energy into making a decision, not just kicking tires.
3. Non-Verbal (Body Language) Signals
Some of the most powerful buying signals aren’t spoken at all.
- Leaning forward during conversations
- Smiling, nodding, taking notes
- Relaxed, open posture (not arms crossed or defensive)
- Engaged, upbeat tone of voice
When you see this type of positive body language, it’s a strong indicator they’re feeling good about you, and the deal.
(I broke these body language cues down 2 weeks ago, but if you missed it, catch it here: “6 Buying Signals You Should NOT Ignore”)
Why spotting buying signals matters
If you catch these signals in the moment, you can shift your approach at exactly the right time:
- Move from presenting to confirming.
- Move from explaining to closing.
- Move from answering questions to agreeing next steps.
But if you miss them, you risk:
- Talking too much and introducing doubt
- Missing the buyer’s peak enthusiasm
- Making the deal feel heavier or slower than it needs to be
In sales, timing is everything.
The bottom line?
Selling isn’t always about what you say and how you say it.
It’s also about what you notice.
Look for the buying signals.
Act accordingly when you see them.
And watch your win rates climb.
Need some help closing your prospect? Try some of these closing questions to ask your prospect.
