Buying Signals are nothing but hints that the customer sends out [knowingly or unknowingly] during the sales process. If we are alert we will be able to catch it. Sometimes, we can ask certain questions explicitly to elicit interest or intent. Look at one such question in the below conversation I had with a prospect.
Kannan: Sir, do you like to send your staff to our office for training or should we organize the training at your office?
The customer had not placed the order. Nor had he confirmed the order even verbally yet. Still, I went ahead and asked this question to a prospect.
Prospect: Training will be at our office only, Kannan. But let me first get the go-ahead internally.
I know I have won this order!
What buying signals have you experienced receiving from your customers during the sales process?
For more sample questions to ask to check the buying intent, read this post [and check out the 8th tip]: https://www.zignalytics.com/2019/06/11/15-tips-for-winning-a-sale/
Customers do send out buying signals. But we don’t get it. If we listen carefully we should be able to read these buying signals.
If you ask the customer about how he is planning to roll out the solution for their 25 locations across the length and breadth of the country, he is sure to say something that will have some buying signals.
In an attempt to check if the customer has decided in our favour, I ask certain questions. For example, I ask the following questions:
- When do you think your team will be free to participate in the training?
- Will your team be busy during the year-end? If so, could we plan some alternate times?
- Should we train some people on Administration from your remote offices also?
- Who all will be super users for this?
#b2bsales #closing #sales #kkrocks