Many salespeople miss crucial buying signals, continuing to pitch after customers are ready to buy and potentially talking themselves out of a sale.
• Three types of buying signals to recognize: verbal, non-verbal, and psychological
• Verbal buying signs include asking about specifics, pricing questions, inquiring about next steps, and using ownership language
• Non-verbal signs include nodding, leaning in, holding the product, reviewing paperwork, and asking questions
• Psychological buying cues include shifting from skepticism to curiosity, repeating key benefits, and asking for reassurance
• When you notice buying signals, stop selling and start closing
• Use simple closing techniques like "This sounds like a good fit, should we get started today?"
• Try trial closes that offer choices rather than yes/no decisions
• If there's hesitation, directly ask what's holding them back
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