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Myth Busters – 5 Ways To Recognize Buying Signals Today
This is a true story. I was in Hong Kong looking to buy a wealth trigger to put into my office. While I was browsing around the store, I was having a conversation with this salesman, this closer. In my mind, I already liked the item. He was taking the item. I was looking at it. He was talking and talking in spite of I was giving him all the signals that, “I’m ready to buy this. You don’t need to talk anymore.” He kept on talking and I had to go because I was rushing to a meeting. I thought to myself, “I’ll come back to this. I like this. That’s fine.” l walked out of the store and I didn’t have the time to go back and make that purchase. He talked me out of the sale. If he would just recognize the buying signal, he would have gotten the sale. Don’t sell what’s already sold. I thought, “Wouldn’t it be helpful for you if I share with you what are some of the buying signals?” What are the five ways that you can recognize buying signals? Maybe that would help you when you’re closing as well. The very first buying signal is when your prospect is nodding their heads.
Whenever you are explaining the product, you’re asking questions, you are demonstrating the product and they’re like, “Interesting,” that is a buying signal or your prospect is touching the merchandise or the product. At the time when I was in the store, I was holding it. I was looking at it. I was playing with it. That salesperson should recognize that that is a buying signal. If I’m not interested in the product, I will be like, “Okay,” but I’m like, “Let me see that. That’s interesting.” That’s a buying signal. Buying signal number one, when your prospect is nodding their head or they’re touching the merchandise. Buying signal number two, when your prospect is asking about a specific product. Let’s say you are in a store and the prospect is asking, “What sizes 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, it means they want to buy. It’s an indicator of interest. It’s a buying signal.If you can make customers feel comfortable, if you can make them feel at ease, they will buy. Click To Tweet
Number three, they use possessive statements. They are using statements and comments about what life would be like after they owned the item, after they possessed the item. Let’s say in a furniture store, let’s say you sell furniture. A couple walks in and they’re asking questions. They are saying, “This would look very good in our living room.” That’s a buying signal because in their minds, they are already visualizing what is it going to be like if they have this particular product or this sofa in the living room. They might say something like, “I think I’m going to send four of my managers to this training.” That’s a buying signal. They haven’t said that they’re going to buy, but they already imagining what it would be like, what are the logistics after they bought.
Another example is they might say something like, “This software would help me in our company and make our life so much easier.” They are already thinking about what’s going to happen when they start using your product and service. Number four, when your prospect is asking you about price, it’s an indicator that they want to buy. They might ask price in different ways. Sometimes they’ll say, “How much is it?” That’s a very common way of asking it. Sometimes they would ask something like, “Do you have any financing available?” They’re thinking about how we can make this work. “Do you offer any discounts? Do you offer any volume discounts?” It means they want to buy a lot. “Is this the best price that you could give me?” All those things, whenever your prospect is talking and asking about price, they want to buy.
Buying signal number five, when your prospect is asking about delivery and start date. They may ask you questions like, “When can we start this? How soon can we start this?” Usually the delivery, “How long would it take for the item to arrive to my home or to my office?” That is a buying signal. “Do you offer any express delivery?” Right there, when you listen to that, you know that’s what they are interested in. Let me give you a bonus, although I promised you five, let me over-deliver. Buying signal number six. 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? What does that look like? 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, “Why is this prospect asking about the guarantee and return policy?” does that make them a bad client? Maybe, maybe not, but chances are that they want to buy but they have some concerns. Maybe it has nothing to do with your products and services. Don’t take it personally. Maybe they’ve had bad experiences in the past and now they need to make this purchase again. It’s like, “I’m not so sure.” That’s why they’re asking about that. In a scenario like this, if you can make them feel comfortable, if you can make them feel at ease, they will buy. Assuming your products or services are good and you over-deliver, then they will be a loyal customer. Those are the six buying signals. Let me know which ones you recognize and which ones you maybe didn’t recognize before and you lost some sales but from now on, you are going to recognize.