Closing out a huge sale is not an easy feat, just ask the salespeople about their experience. The reality is, salespeople are smart guessing if their prospective customer is ready to purchase their offers or not.
What makes salespeople great in closing out sales though is that they find clues based on telltale signs from their prospective customer’s behavior. These signs are what they call the buying signals.
These buying signals help determine if a prospective customer is likely to be converted into a paying customer.
So, What Does Buying Signals Mean?
Buying signals are indications that a prospective customer is close to purchasing your product or service.
Although a prospective customer hasn’t decided to make a purchase yet, their desires can be shown through several signs that are manifested subtly. You can only tell if you’re on the verge of closing out a sale if you know how to spot buying signals from your prospective customer.
Sounds interesting? Well, it is! So if you’re excited to learn how and when to spot these signals, then go and read our list below.
1. They Say “Yes”
When your prospect customer says yes, you have to move the sale as fast as possible. You can skip convincing them because they’re already said yes. However, a lot of salespeople miss this buying signal as they continue to persuade their customers. Once your prospect customer says yes to your offer, you should prepare the documents they need to sign to formally close the sale before they change their mind. If they are asking you for a start date, provide them the most convenient date and prepare it right away.
2. They Listen To You and Nod Their Head
If ever your customer constantly nods their head and devotedly listens to your product or service presentation, it means they agree with what you’re saying.. Nodding is a well-known non-verbal buying signal. Whenever you see this sign, make sure you complete your presentation with a thorough explanation. After that, start convincing them to reach a deal and close a sale.
3. The Benefit Statement Is Repeatedly Asked
The customer repeatedly asks for the benefit statement because they want you to further validate the information they’ve heard from your presentation. This means that the benefit they are asking from you has piqued their interest or it might be a solution to their pain point.
If the customer gives away this kind of buying signal, you should take a step forward by validating the information they’ve been asking from you several times. You can also share examples to help them better understand this benefit. By doing this, your customer can picture out how your product or service benefits them. This will further convince them to seal the deal with you.
4. They Ask You for the Price
Although there’s a hundred percent chance that your customer will surely ask you for the price of your product or service, many salespeople out there mistakenly treat their prospective customers as just shopping for prices.
However, a clever salesperson is completely aware that the customer is interested to purchase your product or service even when they’re asking for the price. Pursue them by validating the value of the solution your product or service can offer. Make sure your validation perfectly fits their needs or requirements to convince them to make the purchase.
5. Someone Recommended Them To You
If your prospect customer tells you that they found your brand through recommendation, this is another strong buying signal. Being recommended by people means that your brand’s reputation is good. If you encounter this kind of prospect customer, make a good presentation and pitch in your best offer because there’s a huge chance that you can close a sale.
6. They Make Negative Comments Over Your Competitor
Another strong buying signal that you should look out for is the negative comments about your competitor coming from your prospective buyer.
If they talk about how confusing “X” or how “Y” is not the best choice for them, this is your best chance to give them a good presentation.
7. The Prospect Customer Asks for Personal Info
A customer asking for your phone number and your work background means they want to verify how reliable you are as a salesperson. A strong confirmation of your role and how legit your company is would highly close your next deal.
Be careful not to give too much information though. Asking for your home address or civil status might mean a different thing (if you get what we mean 😉).
8. The Customer Wants You To Repeat An Explanation
If your prospect customer asks you to repeat something during your presentation, this means that they are interested in your product or service. Help them fully understand by willingly explaining it to them again how your product or service works and how it can provide solutions to their needs.
9. They Ask a Mitigating Question
You should be prepared for how your prospective customer scrutinizes you by asking mitigating questions as well. They will likely ask you these questions to guarantee that the product or service they are buying doesn’t risk their investment.
You should explain how your terms and conditions and other policies work since this is a buying signal. It would be much better if you can provide the details about the guarantee or warranty your product or service offers. Answering mitigating questions with finesse helps you and your customer build trust that will eventually lead them to patronize your product or service.
The key to capturing any of the buying signals we’ve detailed above can only be achieved through listening and focusing your attention on the prospective customer. You can also make sure you capture their interest in your presentation. One innovative way to do this is by using your digital business card.
Did you know that you can add video presentations with DigiCard? This way, you get to show your customers not just your contact information but also your services and products in a creative manner. Check out some DigiCard samples here.