Buying signals
The moments a buyer starts to picture owning it.
What it is
Buying signals show a buyer is moving towards yes. Verbal ones include questions about start dates, details of the price, or "how would that work for us?". Non-verbal ones include leaning in, nodding, or re-reading the proposal.
How to use it
- When you hear one, stop presenting.
- Check readiness: "It sounds like this could work. Shall we look at what a first month would include?"
- Note the signal so you can come back to it.
What it sounds like
Prospect: Could the first posts go out before our trade show in March?
You: They could. Shall we build the plan around that date now?
Where it goes wrong
One signal is not a yes. Look for a few together, and ask rather than assume.