“Be Alert to Buying Signals”
Buying Signals Definition
Buying signals are actions performed by prospects signaling their interest to what you’re promoting and selling.
Buying signals can be expressed by prospects in a variety of acts.
They can be in the number of times a prospect peruses your website. If they’ve been once on the site, they’ve only raised their hand. With them being on there twice, they’re wailing their hands and calling for help.
If the prospect tweets about you or leaves a comment on Facebook, those too are buying signals.
Buying signals also come telegraphically by making certain statements or asking questions only someone with interest would ask.
Telegraphic, buying signal examples might include the form of questions and statements the prospect makes after watching your video, audio or other kind of presentation. If the prospect asks you a question about which option most people chose for their initial order, or about your company’s buy back policy if they can’t move that product, it usually means they are thinking about signing up.
Other telegraphic buying signs can be in the detailed questions a prospect makes about the compensation plan or about which products are best to buy.
Just be alert to buying signals of different kinds. They are telling you it’s time for closing the sale.
Buying Signals Both Verbal and Nonverbal
If they don’t provide any buying signals, or if you’re not sure, you can ask questions and see how they respond. These questions are what is called a “Trial Close” to which the prospect may respond with buying signals both verbal and nonverbal.
…Verbal Buying Signals –
Unlike nonverbal buying signals, verbal buying signals, of course, are performed both in a prospect’s presence or over the phone. Buying signals over the phone can be a bit tricky if you don’t know how to ask the right kinds of questions to close the sale.
Verbal buying signals are just that … they’re verbal answers from the prospect to the kinds of closing questions that you would ask after the they’ve performed the actions you requested (watching a video, listening to an audio file, etc.).
Examples of Trial Close questions may include:
- What did you like about what you saw and heard (if they saw a video, listened to an audio presentation, etc.)?
- On a scale of one to ten with ten being the highest, where do you see yourself?
- Do you feel our company will help you solve your problem (list the problems) and meet your needs (list the needs)?
- I’m just curious, what would that be worth to you?
- During your presentation, ask, “Are you hanging in there with me?” “How does that sound, feel, or look?” Or, “Do you see what I mean?”
- After giving a benefit or something of value to the prospect, ask them, “How would you use that in your life?” “Would that benefit the situation to help you relieve some of that pain your feeling?” Or, “This seems like the kind of solution you’re looking for, right?”
- If you were to join now, what would the best benefit be to you joining?
- Based on what you said, I think this is a good fit for you BECAUSE you’re looking for this, this, this (repeat back with what they told you as to why they are interested in a home based business), and we actually have that for you.
If they respond positively to any of the above questions, the single most important statement from your lips should be, “Sounds to me like you’re ready to join.” If they respond negatively, you must dig out of them their objections and overcome them.
…Nonverbal Buying Signals –
Nonverbal buying signals can only happen when you’re in a person’s presence. That’s the only way to truly see and observe nonverbal action. They include body language, vocal tones and voice inflection.
They can be things as simple as a prospect tilting their head, or stroking their chin, or even peering over glasses.
If they move closer to you, sit on the edge of their chair, or lean forward, these are all good nonverbal buying signals.
When a prospect shows nonverbal actions indicating their interest, you ask this one simple question, “Where do you see yourself with what you’ve seen and heard?”
If they sound positive, move in for the close by saying, “Awesome! Sounds to me like you’re ready to join.” If they give any negative response, once again, dig out of them their objections and neutralize them.
As long as they are asking questions and making positive statements, they are showing signs of buying signals. Respond appropriately.
Understand prospects are curious folks. They seek information, and the only way to find information other than research it is to ask an expert questions.
Are you the expert that can answer them? If not, you should invest in yourself to be that expert and knowledgeable person to help people answer their questions, solve their problems, and fulfill their needs.