Hello Reader, Let me take you to a moment every salesperson knows. You’ve built rapport. You’ve handled objections. You’ve delivered your pitch, and the prospect is engaged. You're thinking: And before you know it… What happened? See, buyers rarely say: “This is great. How do I buy?” Instead, they give you subtle cues. Small signs that they’re ready to move forward. So I wanted to talk about the six verbal and behavioural signals that scream “I’m ready to buy.” Miss them, and you risk losing the deal. Let’s dive in: This isn’t just a casual enquiry. When a prospect asks how something will be delivered, or what happens if it goes wrong… It’s a signal they might be mentally committing. They’re working through the final barriers in their head. Your move?
You’re not just answering questions here. You’re confirming confidence. Remove uncertainty, and you pave the path to a signature.
This is a big one. When a buyer wants to confirm the quote or review the agreement, they’re evaluating risk. They’re imagining the commitment. This is your cue to slow down, and be crystal clear:
If they’re reviewing pricing or contracts, they’re picturing working with you. Help them complete that picture, and remove the final doubt.
When a prospect says, “Just to confirm, your solution does [X], right?” …it’s not because they weren’t listening. It’s because they’re imagining implementation. They’re picturing your solution solving their problem, and they want to make sure they’ve got it right. So don’t rush. Don’t oversell. Don’t go off on tangents.
This moment is crucial. You’re not persuading anymore, you’re confirming. Nail it, and you’ll lock in certainty.
Music to a salesperson’s ears. This is often said casually. Almost offhand. But it’s a neon sign flashing “Let’s do this.” Sadly, many salespeople panic here. They get excited. They ramble. They over-explain. Don’t do that.
When someone asks, “what next?”, they’re handing you control. Use it.
This might sound like a throwaway question: “How soon could we get this started?” When a prospect starts talking timelines, they’ve mentally moved past if and are now focused on when. They’re picturing your service live in their business.
Momentum matters. When they want to move fast, don’t slow them down.
Sometimes, the signal isn’t a question; it’s how they’re being.
When body language shifts like this, the internal “Yes” has started to form.
Body language speaks volumes. But only if you’re paying attention. Bottom line? Buyers rarely say: “I’m ready to sign. Please send the paperwork.” Instead, they test the water. They check for red flags. They hint. The best salespeople spot those hints and act decisively. So here’s your challenge this week:
And next time you see one? Move the deal forward. James How would you rate this edition? 🤏🏻 So-So |
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