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4 Powerful Buying Signals to Close More Deals With Less Work

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    Hector Forwood
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4 Powerful Buying Signals to Close More Deals With Less Work

You may have heard otherwise, but sales and closing more deals is all about listening. It's tempting to want to listen to our thoughts and assume what they want, but we must resist that temptation.

People love talking about themselves, what they want, and what they need. In the real world that might be seen as being self-centered, but in the world of sales that's an opportunity to close the deal!

When leads and potential clients talk, they leave clues about what they want, pain points and objections. Using these buying signals are the best way to close more deals, boost revenue and shorten the sales cycle.

What are buying signals?

Buying signals are things potential clients say and do that indicate they're ready, or almost ready, to seal the deal and give you money. They can include things like verbal cues, behavioural data, touch points, and marketing engagement.

Use these signals to qualify leads and show them you understand what they want by giving them the right content at the right time.

Examples Of Buying Signals

Product demos, walkthroughs, and quick chats and follow ups are all perfect opportunities to get to know your potential clients better. If you listen carefully, you'll know what needs to be done to close the deal and make the sale.

Here are some great example of buying signals you can use to win over prospects and close more sales.

The prospect mentions a competitor

If you're on a sales call and someone mentions a competitor, it means they've done their research. They know enough about your industry, service or product offering and they're looking for someone to point them in the right direction.

It's a clear indication that they're further down the buying cycle and are close to making a decision. This is a perfect opportunity showcase your product's differentiating features and how you're better than the competition.

How to respond to this buying signal?

"Those guys suck, we're so much better" is not the best response to someone mentioning a competitor. When someone mentions a competitor, stay calm, demonstrate your value and ask your prospect if you could perhaps include them in an educational email series, watch a super cool video of your product/service, and ask them why they find your competitor appealing.

A prospect asks about price

It can be scary when someone asks you about the price of your product or service. Some reps think mentioning their pricing might scare away a potential paying customer. But think of it this way, if they really like and need what you to offer but don't want to pay for it, were they ever really a good fit? Probably not.

So, the next time you get asked about price, take it as a chance to demonstrate the value of your product. If they're still not convinced then you've saved yourself a bunch of time that can be better spent on other opportunities.

How to respond to this buying signal?

If someone asks about price, send them to a detailed pricing page that demonstrates the value of your product or service along with all the features they get access to. Create a competitor price/feature comparison chart so they have all the information they need to make a decision.

A prospect provides available dates

A prospect providing future times and dates that they're available for follow ups is a great buying signal. It shows they're open to meeting with you again and want to learn more about what you have to offer. It also shows you've done a great job on your sales call, nice!

How to respond to this buying signal?

When a prospect provides times and/or dates they're available, send them a calendar link for a follow up with those times and dates immediately after your call. Thank them for their time and send them scheduled content like emails, decks, and demo videos to keep them informed and interested until the scheduled follow up.

A prospect asks an "action" question

What happens next? Where do we go from here? How do we move forward? These are all action based questions and are strong indicators that someone is ready to make a decision. They're waiting for you to lead them to the purchase.

If you hear these types of questions during a meeting it means you're on track to closing the deal. Make sure you address the questions with the proper content, messaging, and sales materials.

How to respond to this buying signal?

If someone asks "what happens next," you could send send them to the pricing page, pre-fill their information on the checkout page with a custom link and email them an onboarding video.

In conclusion, use buying signals

Buying signals are powerful indicators you can use to gauge and qualify leads and prospects. Use them to find out how ready they are to buy, what stage of the buying journey they're in, what type of content they want, and what kind of features and service they expect.

Keep in mind that you might have a different definition of what a buying signal is than someone else. It's up to you to identify the positive buying signals that work for your business, your situation and your objectives.