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Contact UsVerbal Buying Signals
Verbal buying signals are easy to recognise. Your customer may:
- Make an affirmative statement after you have discussed some of your product/ service benefits. Eg. “That makes sense to me”, “That sounds good”
- Starts asking a lot of questions
- Asks someone else around them for a second opinion
These are all examples of verbal buying signals. When you recognise these signals, avoid discussing more features and benefits with your client and be ready to move to a close.
Non-Verbal Buying Signals
Non-verbal buying signals are more difficult to recognise, here are three signals to look out for:
1. The slow head nod
If your customer is moving their head up and down slowly, they are indicating that they are highly motivated. Do a trial close to test their readiness, ask something like, ‘What do you think?’ If the customer makes a positive response, close - if they seem tentative, keep going.
2. Gestures that show interest
When people are making a decision and weighing up their options, they display certain gestures such as scratching their head or chin. They may also appear lost in thought or absent minded. When you notice someone displaying this behaviour stop, when they have finished deliberating, try a trial close.
3. Buyer possessiveness
When you provide your client with brochures they may flick a quick glance at them and pass them back or they may hold onto it tightly, ask for additional materials or they may have even asked you for a brochure in the first place! When a customer is showing this kind of interest in your product or service it is time to attempt a close.
