When to Close: Identifying Buying Signals

When prospective customers are ready to buy, they’ll often give you indications. Instead of outright saying they are interested, a potential customer may give you clues they would like to buy your product. Being able to decipher and act on buying signals helps you make more sales.

Asking about pricing

If potential customers ask questions, this is a good sign they are interested in the product. Often, sales associates may interpret questions about price as an obstacle. However, pricing questions generally mean the person has recognized the product’s value and is looking to buy soon.

Nodding their heads

If customers consistently nod their heads up and down, it means they are close to buying. If you’re listening and have good eye contact with the customer, you’ll easily pick up on this signal, indicating you should move toward the close.

Repeating a benefit

Pay attention when a customer draws in on a specific product benefit. The person is letting you know this particular benefit is important. Talk more in depth about the service, and zero in on the sale.

Digging into the details

If someone begins asking about coverage start dates or contract details, they’ve likely decided they would like to do business with you. Be sure to thoroughly answer their questions and quickly close the sale.

Getting questions about next steps and risk minimization are also signals someone is close to buying. Risk-minimization questions might relate to process and policies in the instance the customer is unsatisfied with the product. Knowing the answers to these questions will reinforce the customer’s decision to buy.

Asking about the company

If someone asks questions about the company’s history or maybe how long you’ve been with the company, it likely means they want to make sure the company is reputable before giving you their business. TVC offers info about the company at tvcmarketing.com.

The customer says yes

This is the most obvious signal the customer is ready to buy. Don’t miss this signal by talking past the sale and waste time trying to convince them. If you hear the magic word, quickly establish next steps and finalize the sale. It’s crucial at this point to be prepared for what happens after the close.

As a sales associate, it’s your job to listen to the customer and discern their level of interest. Learning to recognize these signs as well as body language and non-verbal cues will help you anticipate what customers are thinking and earn more sales.