I was in Hong Kong looking to buy an item to put into my office. And while I was browsing around the store, I was having a conversation with a salesman.
I already like the item. He was taking the item. Meanwhile, he kept just talking and talking in spite, I gave him all the signals that I’m ready to buy the product and he doesn’t need to talk anymore. Eventually, I had to go because I was actually rushing to a meeting, I thought to myself that I’ll come back to buy that item. I walk out of the store, and I actually didn’t have time to go back and make the purchase. He actually talks me out of the sale. If he would just recognize the buying signal, he would’ve gotten the sale.
The rule is don’t sell what’s already sold. Here the five ways you can recognize buying signals
1. Nodding Their Heads
The very first buying signal is when your prospect is nodding their heads. Whenever you are explaining the product, asking questions, or demonstrating the product and they’re nodding their heads. Another signal is when your prospect is touching the merchandise. That is a buying signal.
At that time, when I was in the store, I was holding the item, I was looking at it, I was playing with it, that salesperson should recognize that is a buying signal.
If I’m not interested in the product I would not be holding it. Buying signal number one is when you’re prospect is nodding their heads, or they’re touching the merchandise.
2. When Your Prospect Is Asking About A Specific Product
Buying signal number two, when your prospect is asking about a specific product. For example, let’s say you are in a store, and the prospect is asking: “So, what size do you have? “Does it come with black? “Does it come in blue? “How many units do you have available?” Anytime they’re asking about a specific product, That means they want to buy, it’s an indicator of interest. It’s an indicator of buying signal.
3. They Use Possessive Statements
They use possessive statements. It means that they are making comments about what life would be like after they own the item after they possess the item.
For example, let’s say you sell furniture. A couple walks in, and they are saying: “You know what, this would look very good in our living room.” That’s a buying signal because, in their minds, they’re already visualizing what it’s going to be like if they have that particular product or that sofa in their living room.
They might say something like, “Hmm, you know what, I think I’m going to send four of my managers to this training.” They didn’t say that they are going to buy, but they’re already imagining what it would be like, what are the logistics after they’ve bought the product.
Another example, they might say something like, “Well, you know what, this software would really help me in our company, and make our life so much easier.” That’s a buying signal. They’re already thinking what’s going to happen when they start using the product and service.
4. When Your Prospect Is Asking You About Price
If they’re asking about price, that means one thing. It’s an indicator that they want to buy. They might ask about the price in different ways. Sometimes they’ll say: “How much is it?” That’s a very common way of asking it, sometimes they’ll ask something like “Do you have any financing available?” “Do you offer any discounts? “Do you offer any volume discounts?” “Is this the best price that you could give me? Whenever your prospect is talking and asking about the price, they want to buy.
5. When Your Prospect Is Asking About Delivery And Start Date
They may ask you questions like, “So, when can we start this? “How soon can we start this?” “how long would it take for the item to arrive at my home, or to my office?” “Do you offer any express delivery?” That’s a buying signal. When you listen to this kind of question, it means what they are interested in.
6. When Your Prospect Is Asking You Risk Minimization Questions
Buying signal number six is when your prospect is asking you risk minimization questions. These questions are usually more fear based. They would sound something like”What’s your return policy? “How long is the warranty? “What about your support system? “How good is your customer service support? “If I send an email if I need help, how soon do you usually get back to me?” That’s a buying signal.
Although it may feel like an objection and you may wonder why is that prospect is asking about guarantee and return policy? That doesn’t make them a bad client.
It means that they want to buy but they have some concerns. Maybe it has nothing to do with your products and services, it’s just maybe they’ve had a bad experience in the past.
They need to make that purchase again, that’s why they’re asking about the item. If you can make them feel comfortable, if you can make them feel at ease, they would buy from you. And if your products and services are good, then they will be a loyal customer.