The Buying Signals Too Many Sellers Are Missing, per sales experts.
This article covers the buying signals that many sellers are missing, according to recent sales experts and research on sales psychology. These signals are subtle and often go unnoticed — but recognizing the signals and responding to them can make a difference in the final outcome of the sale, or at the very least make your prospecting much easier.
🚦 1. Asking process-oriented questions
Missed Signal: “How long does onboarding usually take?” or “How would we integrate this with our current solution?”
Why it helps: This question indicates the buyer is moving past the ‘if’ and into the ‘how’.
Expert Take: The best sellers take this as a signal that the buyer is looking for guidance through the implementation planning process.
💰 Budget discussion, even if vague
Missed Signal: “This sounds to be more expensive that what we have used before.”
Why it helps: The discussion of price usually means they are interested — not rejecting you.
Expert Take: Jill Konrath, creator of the 5-steps to getting meetings, is on record, “Price objections indicate they are at least considering you. Silence means you are out of consideration.”
📞 Engaging promptness
Missed Signal: Replied promptly to you, or quickly answered a LinkedIn DM.
Why it matters: The silent treatment is pretty typical during the sales process. So a buyer who instantly replies – or at the very least acknowledges you – is a sign of engagement.
What to do: Start your follow-up, while they are still hot.
🤔 Collaboration
Missed Signal: “I will check with my team on that.”
Why it helps: They are bringing in others. This is a great sign they are moving forward.
Pro tip: Ask them, “Would it be useful if I joined that conversation, or, I could write a one-pager for your team?”
🧠 Future-state language
Missed Signal: “Once we have this in place…” or, “When we turn it on…”
Why it matters: The buyer is not just considering options, they have made the leap to visualizing the outcome.
What Experts say: This shift in psychology is the tipping point on their move toward commitment.
✋ “Micro-commitments”
Missed Signal: Accepting a calendar invite, signing up for a free trial, reviewing a proposal.
Why it matters: These are low-risk alternatives to getting the buyer to take actions to eventually get them to say yes.
Pro tip: Keep the momentum going — call to confirm the next steps while the micro-yes is fresh.
👀 Emotional signals and body language – in meetings
Missed Signal: Nodding yes, leaning in, and saying “that is interesting” or “that makes sense”.
Why it matters: These physical movements are signals of the buyer extending agreement vs reiterating curiosity.
Pro tip: Mirror their energy and keep probing.
Final Thought:
Many sales professionals are waiting for the yes. They are missing all the little yeses leading up to the big yes. Sales is a conversation, not a pitch. And the best sellers are the best listeners first.