Let me take you to a moment every salesperson knows.
You’ve built rapport. You’ve handled objections. You’ve delivered your pitch, and the prospect is engaged.
You’re thinking:
“This is going well.”
But you don’t want to push.
You don’t want to come across as too eager.
So you carry on talking. Explaining. “Adding value.”
And before you know it…
The moment passes.
The prospect cools off.
They say they’ll “think about it.”
And the deal dies a slow, painful death.
What happened?
You missed the signal.
See, buyers rarely say: “This is great. How do I buy?”
Instead, they give you subtle cues. Small signs that they’re ready to move forward.
So I wanted to talk about the six verbal and behavioural signals that scream “I’m ready to buy.”
Miss them, and you risk losing the deal.
Spot them, and you create momentum that closes it.
Let’s dive in:
1. They start asking about warranty, delivery, or service guarantees.
This isn’t just a casual enquiry.
When a prospect asks how something will be delivered, or what happens if it goes wrong… It’s a signal they might be mentally committing. They’re working through the final barriers in their head.
Your move?
- Walk them through the process clearly
- Show them exactly how you deliver your service
- Highlight what happens if something goes wrong (and how you fix it)
- Ask: “Does that give you what you need to move forward?”
You’re not just answering questions
2. They want to firm up on pricing or see the contract
This is a big one.
When a buyer wants to confirm the quote or review the agreement, they’re evaluating risk. They’re imagining the commitment.
This is your cue to slow down, and be crystal clear:
- Walk them through key clauses in your terms
- Reassure them there are no hidden costs or sneaky obligations
- Ask: “What’s most important to you when reviewing an agreement like this?”
If they’re reviewing pricing or contracts, they’re picturing working with you. Help them complete that picture, and remove the final doubt.
3. They ask you to repeat key benefits or outcomes
When a prospect says,
“Just to confirm, your solution does [X], right?”
…it’s not because they weren’t listening.
It’s because they’re imagining implementation. They’re picturing your solution solving their problem, and they want to make sure they’ve got it right.
So don’t rush. Don’t oversell. Don’t go off on tangents.
- Reiterate the key result they’re looking for
- Connect it to the ROI, impact, or transformation they want
- Ask: “What would you need to see to feel confident this is the right fit?”
This moment is crucial. You’re not persuading anymore, you’re confirming. Nail it, and you’ll lock in certainty.
4. They say: “So… what happens next?”
Music to a salesperson’s ears.
This is often said casually. Almost offhand.
But it’s a neon sign flashing “Let’s do this.”
Sadly, many salespeople panic here. They get excited. They ramble. They over-explain.
Don’t do that.
- Give them a clear, simple path forward
- Say: “I can move things forward straight away—what would that look like for you over the next two weeks?”
- Lead. Don’t lag.
When someone asks, “what next?”, they’re handing you control. Use it.
5. They ask how quickly the service can be deployed
This might sound like a throwaway question:
“How soon could we get this started?”
But it’s not. It’s a massive buying signal.
When a prospect starts talking timelines, they’ve mentally moved past if and are now focused on when.
They’re picturing your service live in their business.
They’re aligning it with their internal priorities.
They’re ready to move, if you make it easy.
- Give them a clear onboarding or launch process
- Show them how quickly you’ve got others up and running
- Ask: “Would it help if I blocked time for a kick-off call next week?”
Momentum matters. When they want to move fast, don’t slow them down.
6. Their tone, posture, or energy shifts
Sometimes, the signal isn’t a question; it’s how they’re being.
- They sit up straighter
- They nod more
- They start taking notes
- Their tone becomes more upbeat or curious
When body language shifts like this, the internal “Yes” has started to form.
This is where you need to:
- Mirror their energy
- Ask: “I’m sensing this feels like a good fit, am I right?”
- Let them say it out loud
Body language speaks volumes. But only if you’re paying attention.
Bottom line?
Buyers rarely say:
“I’m ready to sign. Please send the paperwork.”
Instead, they test the water. They check for red flags. They hint.
The best salespeople spot those hints and act decisively.
So here’s your challenge this week:
- Go back through your pipeline
- Look for deals that felt positive but then stalled
- Ask: Did I miss a signal?
And next time you see one?
Don’t wait.
Don’t ramble.
Don’t hesitate.
Move the deal forward.
