Art
Siegel

Buying Signals: Clues That They Might Be A Buyer

Stand-up comic Jeff Foxworthy made a big name for himself with his jokes about how to identify that "somebody just might be a red neck." With tongue only slightly in cheek, let us borrow Jeff's investigative skills to identify Buying Signals: Clues That They Might Be A Buyer.

Buying signal 1: If they jump to a warranty question, they might be a buyer
The prospect is probably close to becoming a buyer when he asks, "If this breaks down during the warranty period, do you fix it or replace it?"

Buying signal 2: If they ask someone else for a demonstration, they might be a buyer
It's a good sign when the buyer wants his boss or other managers to see it; he wouldn't be so eager to share your product unless he was already convinced it's the best.

Buying signal 3: If they ask about implementation steps, they might be a buyer
When the buyer moves from asking about your product features to what will be involved in installation and service, she has probably accepted the overall suitability of your product.

Buying signal 4: If they start negotiating the price, they might be a buyer
Again, price is only important if you're interested in buying. The customer is saying, "I like it; now I'm ready to see how cheaply I can get it."

Buying signal 5: If they ask about your shipping schedule, they might be a buyer
Delivery questions indicate not only strong interest, but even a touch of urgency. Your best response: "When do you need it?"

Buying signal 6: If they start going through the contract, they might be a buyer
Detailed questions about terms and conditions, or attempts to change your standard contract, indicate the buyer is just about ready.

Buying signal 7: If they ask what else you sell, they might be a buyer
Many people would rather deal with fewer vendors; it makes their job simpler. Questions about your complete product line may indicate the buyer is evaluating you for a larger role.

Buying signal 8: If they ask about you, they might be a buyer
Questions about how long you've been with the company, your background or your future plans suggest the buyer believes you're an important part of the sale, and he has already decided your company and product are OK.

Buying signal 9: If they ask you a question you've already answered, they might be a buyer
The repeated question usually means the buyer heard something she liked earlier in your conversation, and she wants to make sure she heard it right.

Buying signal 10: If they ask about a specific product, they might be a buyer
Watch for a customer who, after you've discussed a complete product line, begins to express interest in a specific model. This is the area of greatest need.

Buying signal 11: If they ask to check your references, they might be a buyer
People don't bother checking your references if they don't already believe you're a solid contender.

Whenever you hear one of these buying signal clues, it's time to stop selling and follow the buyer's lead to the close.

SeaBird Associates Inc
3011 NE 7th Drive
Boca Raton, FL 33431
Phone: 561-750-9233
E-mail: Art Siegel

About Art Siegel