Before going into this piece about buying signals, I think it’s important to be clear about the definition of the word sales. A sale is the exchange of a product or service for money. Not to be confused with marketing i.e. a communication tool, used to help get sales. Show A sale can take place face to face (in person /virtual), over the phone, digitally (eg email, webchat). Some sales are straightforward. The customer (client) wants /needs your product, is happy with the price etc., so makes the purchase. However, some sales processes are less straightforward and business owners /salespeople must get their “selling heads on” in order to make the sale. Asking open questions e.g. Who, What, When – also vital when it comes to establishing needs / wants for your offering. Hopefully, people will say, “Yes” quickly and we can all move on. But, if it’s not a “Yes”, does that mean it’s a “No”? Not necessarily, we must look for buying signals from the potential customer (client). This is much, much, much easier when selling face to face but to help you I have listed my top 7 buying signals: -
So, next time you have a potential customer (client) in front of you remember - We have 2 ears and 1 mouth – listening is vital when it comes to selling and last but not least, think about the buying signals they are giving out, harness the power of this concept and gain the sale! Here at EnterprisingYou, we provide fully-funded support to the self-employed and gig economy workers across Greater Manchester. If you would like to speak to one of our Business Coaches for a diagnostic and eligibility check onto the programme, please contact 0161 667 6900 or email More information about our programme can be found here. Look out for our next Blog on Selling Virtually. About the author Nick Langley Business Coach at the Growth Company Nick owned a successful business for nearly 20 years, a recruitment company which he started from scratch and grew into being one of the market leaders. He has been a business coach for the last 5 years, using his personal business experience combined with the theoretical knowledge of developing "the perfect business model" to help sole traders and owners of small limited companies become more successful. Nick has also been a Membership Advisor for The Federation of Small Businesses. He has a true passion for helping individuals to develop their business and achieve ultimate success. What are the buying signals?By definition, buying signals are the actions potential customers take that indicate they're close to making a purchase. They're customers' verbal buying signals—the cues your sales agent homes in on when talking to a prospect.
How does a salesperson define a buying signal?A buying signal is an action indicating an opportunity for a sales representative to make contact with a prospect. It helps determine how much a person needs the product or service so that a sales rep can concentrate on those who are most likely to buy.
What signals will you look for to indicate that the customer is ready to purchase the product?Here are some buying signals that indicate the customer is ready to move forward.. Nodding their head. ... . The customer starts repeating a benefit statement. ... . The customer asks for the price. ... . The customer says yes.. Why is it important to notice buying signals?Buying signals are the actions prospective buyers take that may indicate they're close to making a purchasing decision. For B2B sales and marketing teams, buying signals are especially important because they can help you hone in on the most promising leads, saving time and closing more deals.
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