What if a person could determine whether a prospective customer will order something just by glancing at them? A few buying signals are more accurate than others: the customer at the cash register will originate a purchase. The customer stepping out the door isn’t proceeding to buy. But what about the client choosing up the watch, putting it back down, and hitting it again? What choice will that customer make?
The reality is, identifying buying signals is like a secret language with the potential for misinterpretation. As a business owner or salesperson, the last thing you want to do is miss a call and miss a sale. So how can you grow your ability to identify buying signals and gain more sales? The next chance you hold a prospective customer, pay close consideration to their nonverbal prompts and gestures, also listen closely to what they speak.
Look for these five buying signals to get a potential customer with a buy.
Approving with Nods or Touching the Product
When judging if a prospect desires to buy, read their body language. If they are nodding, bending closer to understand the product better, seeming more relaxed, or reflecting more excited, those are good buying signals. Another buying signal is when your prospect is viewing the merchandise, fiddling with it, and touching it. They are assuming what it’s like to own your commodity and apply it.
Inquiring About a Particular Product
If the potential customer asks particular questions about the product, they provide you with buying signals. Inquiries that they ask to indicate interest may include:
- What dimensions do you have?
- Does it come in red?
- How many do you have ready?
- Do a lot of your consumers use this article?
Using Possessive Statements
A strong buying signal is a prospect will make statements about what life would be like after they own the item. A strong buying signal is when a candidate will make statements about what life would be like after they own the item. Buying signals can also be more indirect. For example, some may not say that they will buy, but they already imagine the logistics when sending their staff to take the course.
Another sign is discussing how the prospect would feel after making a purchase. The potential customer is already imagining what will happen after they start using your product. For example, a company employee walks into your store and says to her coworker, “This software would make our life so much easier.” She’s already visualizing the product as if she owns it; when prospective customers comment about using your product or talk about how it will improve their lives, those signals that they will buy.
Questions About Price
When the prospect is asking about the price, it’s a signal that they are ready to purchase. The most common way to ask is, “How much is it?” “Do you have financing available?” They’re thinking about how they can make it work if they can’t afford the total price. They may also ask about discounts or the best price. It’s a sign that they’re interested in your product or service, but they want the best deal possible. These price questions are all signals that the prospect is ready to reach for their wallet.
However, pricing questions can also be misleading. If they ask about pricing and discounts at the very start of the conversation, they might be more concerned about cost than the value of what they are buying. On the other hand, if they ask about the price after asking many other questions about the product’s worth, it’s a signal that they will buy soon.
Asking About Delivery and Start Date
Another buying signal is if your prospect is asking you when or how soon they can start. Any questions about logistics is a sign that they are ready. They’ll ask how soon something will be delivered to their office or if there is express delivery to their home available. They may desire to know how long it will take for a service to be implemented or who they can contact if they have more questions in the future. A prospect that isn’t ready to buy won’t be interested in details. They won’t care about information on shipping or how they can contact support if there is a problem. All of these questions about more details are buying signals.
Asking Risk Minimization Questions
Here’s a bonus signal for how you can tell if your prospect is ready to buy. The potential customer may ask risk minimization questions based on their fears. That’s when they ask questions like, “What’s your return policy?” or “How long is the warranty?” or “How soon can you get back to me?” All of these are buying signals, but the prospect is concerned. When the potential customer asks about guarantees and return policies, it may sound like they are raising objections, but it doesn’t necessarily mean they will be bad clients. It has nothing to do with your products and services. They may have had a bad experience in the past. When a prospect asks about guarantees and return policies, it may sound like they are raising objections, but it doesn’t necessarily mean they will be bad clients.
With the above scenario, if you can make them comfortable and at ease, they will buy. If your products and services are good and you overdeliver, they will become loyal customers. For example, they may be asking about your warranty because something they purchased in the past was faulty and troublesome to return. They want some assurance that they won’t be repeating the same experience. Knowing when your customer is ready to buy is sometimes a bit of a delicate dance. You need to be aware of signals they are giving you about whether or not they are prepared to accept. Always listen, observe, and be alert. These techniques will get you the prospective buyers who are imagining themselves with your product.