I’ve come across many salespeople who, while talented, have done a remarkable job selling themselves right out of a sale. They’ve been able to do so because they are not taking the time to recognize when the prospect is comfortable enough to want to explore how they can make what you are selling, theirs. In other words, it’s critical to be able to identify the buying signs so that you don’t over talk or oversell your product.

Buying signs are communication signals that suggest the prospect is now ready to discuss how they can take ownership of your product and how it would specifically benefit and work for them. In other words, they are now proverbially sold on your product or service and are ready to discuss what it would look like if they in fact, did purchase from you. 

Buying signals usually take on the form of statements or questions from the prospect that brings them one step closer to the comfort zone of making the purchase.

If you fail to recognize the buying signs, you run the risk of overselling your product and missing out on the window of opportunity when the prospect is most receptive to becoming one of your clients. So, if you continue sharing information or delivering your presentation to a prospect who has already sent out some buying signals, the prospect can interpret this as, “You are not listening to me. You are giving me information that I’m no longer interested in so I’m shutting down and turning off my listening.”

Buying signs can show up as early as the first few minutes of a conversation with a prospect, as well as at the very end of your meeting with them. Basically, they can show up at any time during your conversation. It’s up to you to hone in on these signals so that you can adjust accordingly and begin moving closer to asking for their business.
 
Here is a list of questions that would suggest to you that the prospect is interested enough in your product to want to gather more information regarding how it would fit for them.
 
1. Are there any other styles or colors to choose from?
2. How quickly can you get this project underway?
3. How long would it take to complete this project?
4. How much money do you need to begin this service?
5. Do you offer financing?
6. Have you done any work for other companies (neighbors) in this area?
7. Can I speak to one of your customers that you did work for?
8. What type of warranty comes with this product?
9. What type of service does your company offer?
10. Are there any other types of warranty coverage available?
11. Do I have to do the whole project now or can I do it in stages?
12. Are there any other discounts available?
13. What sort of monthly installment can you offer me?
14. How will this work regarding my situation? (What type of results could I expect?)
 
Questions on turnaround time, integration, installation, delivery, date or start of service, available features, expected results, questions on product, along with questions on installment terms should be interpreted as a sign that you are closer to earning a sale.

Other questions a prospect may ask can be drawn from past purchasing experiences. Prospects who have had bad experiences in the past with either a company or product need to know they are making the right purchasing decision this time. This can manifest itself as support building questions asked by the prospect.

Questions about problems from past experiences lets you know that the prospect may be a bit timid, skeptical and does not want this to happen to them again. They are looking for the reassurance and support in knowing this time, they will be making the right decision in using your services.

Here are some examples of a prospect utilizing support building questions:

1. “I had purchased this computer one year ago. When I called the company for a service call, I found out they have already  gone out of business. I certainly do not want to go through that again. What’s your company’s background?”
2. “The last coverage I had purchased from another insurance agent led me to believe that I had more coverage than I actually  had.  I need to know that I am going to be fully covered in case of an emergency. How can I be so sure that your policy is  going to offer me this protection?”
3. Is this for me?
4. Are you sure this is the best price you can give me?
5. So if I do make this purchase, this will be the last time I will ever have to worry about (this situation?)
6. Will this warranty will cover any possible problems I may run into with your product?
7. What doesn’t this warranty cover?
8. You don’t think that your competitors can offer me something better?
 
You may find yourself in a situation where the prospect has repeated the same question several times. Do not become annoyed. Using Repeat Questions are the prospect’s way of telling you they just want a little more assurance before they make the purchase.  The prospect may simply want to hear the answer they are looking for more than once. It can also mean they haven’t fully grasped all of the information you have laid out for them, so they need to hear it once more.

1. Can you review what the warranty and service policy will cover one more time?
2. Can you show me how your product works again?
3. Will you go over those financing terms once more?
4. How quickly is the turn around time for account servicing?
5. So what this includes is…
6.  And you are sure that once I start using this…
 
If you just open your eyes and ears, all the answers are right there in front of you. The answers to solidifying a sale are drawn from the utilization of powerful, thought provoking questions.