When you’re working on closing a sale, your prospect might give you any one of a multitude of buying signals.
When you’re working on closing a sale, your prospect might give you any one of a multitude of buying signals. These signals can be direct or indirect, but a careful sales person is always listening to pick up on these valuable flags that indicate that a prospect is ready to make a commitment. Closing a sale is much easier when you know what to watch out for.
Closing a sale is easiest when the prospect is clear that he or she is ready to make a purchase, but the prospect won’t usually come out and say, “Where do I sign?” It’s more likely that he or she will use one of the following signals to indicate that closing a sale is imminent, which are direct enough that few sales people will fail to miss the hint.
Indirect buying signals can be more difficult to detect, and they are not always foolproof. Some prospects simply want to cover all of their bases with their own superiors and might not be thinking about closing a sale. However, an equal number of prospects will let you know that they are ready to buy with these same signals, so it’s best to be prepared to move forward when any of these indirect buying signals come up.
Unfortunately, it’s usually much easier to tell when a prospect is not ready to buy than to tell when they are ready to buy. Every sales person has had high hopes for closing a sale, only to find that when the time comes to move ahead, his or her calls, e-mails, and visits go unanswered. There are many cases, though, when successfully picking up on signs a prospect is ready to buy at the time they occur can help you avoid that endless cycle of follow-ups and lead directly to closing a sale.
Rhys is a tenacious, top performing Senior Sales Recruiter with 15+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and daughters, BBQing on a hot summer day and tropical vacations.