Buying signs are communication signals that suggest the prospect is now ready to discuss how they can take ownership of your product and how it would specifically benefit and work for them. It's critical to be able to identify the buying signs so that you don't oversell your product.
If you fail to recognize the buying signs, you run the risk of overselling your product and missing the window of opportunity when a prospect is most receptive to becoming one of your clients. If you continue to share information or deliver your presentation to a prospect who has already communicated buying signals, that prospect can interpret this as inattention and or superfluity on your part. Either way, an inability to pick up on your prospect's signals may cost you the sale.
Buying signs can show up within the first few minutes of a conversation; or they may not emerge until the end of your meeting. In short, they can show up at any time. It's up to you to hone in on these signals so that you can adjust your pitch accordingly and approach the close when it's most appropriate to do so.
Here is a list of questions that could suggest a prospect's interest to learn more or to buy:
Are there any other styles or colors to choose from?
How quickly can you get this project underway?
How long would it take to complete this project?
How much money do you need to begin this service?
Do you offer financing?
Have you worked with other companies in my area?
Can I speak to one of your current customers?
What type of warranty comes with this product?
What type of service does your company offer?
Are there any other types of warranty coverage available?
Do I have to do the whole project now or can I do it in stages?
Are there any other discounts available?
What sort of monthly installment can you offer me?
How will this work regarding my situation?
What type of results could I expect?
