What are buying signals and why do they matter?
Buying signals are verbal or non-verbal clues that a buyer is possibly about to buy a product or service. Buying signals can occur during a sales conversation, while a buyer is perusing a website, or when a customer is shopping in-store or online.
🔍Example Buying Signals
Verbal Signals
“What are you charging?”
“How quickly can I get this?”
“Does it come in different colors/models?”
“What’s your return policy?”
Behavioral Signals
Spending time on product pages
Visiting the same product multiple times
Filling out a cart
Registering for a demo or free trial
Non-verbal signals (in-person sales)
Nodding or leaning in during the sales conversation
Picking up or inspecting a product
Showing a smile or other positive gesture
đź’ˇWhy buying signals matter
Recognize Willingness to Buy Knowing when someone is willing to buy lets you either close the sale or move along with that part of the process.
Better Timing Acting either too soon or too late are two reasons that deals don’t get done. Buying signals help you know when to act.
Better Direct Your Reaction If a customer is giving you buying signals, you can tailor your pitch to anything from value to overcoming objections to turning on a promo stimulus.
Better Conversion A certified salesperson or marketer who knows how to find and react to buying signals will always bury a salesperson or marketer who has no training.
Better Customer Experience If you react accordingly to buyer signals, you are showing that you are listening, respecting your buyer’s needs and timing.
âś…The Bottom Line Buying signals are huge in sales and marketing because they help you identify your prospects’ intentions so you can respond appropriately. Ignoring buyers’ signals is just as dangerous and limiting as ignoring a deal. Seeing or recognizing buyer signals could either be the success or failure of a deal.