7 Signals the Customer is Ready to Buy

Introduction

• When buyers are ready to buy, they will tell you, but not with words.• They will, however, send loud non-verbal signals. All you need to do is be able to read them.• Buying signals usually take on the form of statements or questions from the prospect; these assertions or inquiries bring them one step closer to the comfort zone of making the purchase.

Ways to Recognize Buying Signals

Presentation Agenda:

Queries about a certain kind of productAsking about the PriceAsking about the FeaturesTrying to know about the companyGetting into the finer detailsRepetitionVisiting the official website often

Queries About a Certain Kind of Product

• A client tries to know more about the product.• The queries are usually related to the color, style, size or about the other fine details.• The longer they speak about a certain product, greater is their interest level.• In case you do not have the product of their choice, do not turn them down flatly. • Try to navigate them through different products available with you.

Asking About the Price

• If the buyer is really impressed with the product, he will start bargaining.• Queries like, “Does the price include Vat?”, and “Is there a need for a deposit?” as well as, “How much cash can I expect back in case I am not satisfied?” or “Are you sure that this is the best price available?”• Explain to the buyer how the cost of the merchandise is justified. • Do not try to downplay the value of your product.• Before giving into the concession, look into your company policy.

Asking About the Features

• Prospect takes a greater level of interest in how the product functions, its features and how it can affect his life for good.• Always try and solve the queries of the buyer.• Avoid jargon and technical language as this will make your product look complex.• Always opt for simple terms.• Explain it to them how the product would be profitable in the long-run.

Trying to Know About Company

• Customer starts asking questions about the company, its policies in order to gauge the credibility of the brand.• Answer such questions truthfully and with utmost confidence.• Tell them about the past consumer success stories.• Do not fake it as the buyer can see through the lies.

Getting into the Finer Detail

• Customer starts looking for discount, warranty of the product and after-purchase additional services. • He will also keep a close check on whether the deal is bringing him any gift or additional coupon points.• He will pose questions about the delivery date, mode of payment and return policy.• He will show a greater interest in terms and conditions associated with the business.• Always be clear about what you have for offer. • Do not make promises that you can’t fulfill.

Repetition

• He will ask you to repeat the details in order to confirm them and to avoid confusion.• He will ask you to rerun through the entire process in order to calm down his anxiety before making the purchase.• Things like, “Can you tell me the benefits again?” and, “Are you sure this will work for me,” indicate his growing interest. • He can also ask questions to reaffirm what you said earlier.

Visiting Official Website Often

• Sometimes customer would visit your website before practically interacting with you.• It helps you to keep a track of how is visiting your site and which pages is he trying to access. • You can call him up and check his requirements.• Customer will visit your pricing page often in order to compare your costs with the others in the market. • He will also read your blog, look out for your social media handles in order to know more about you. • Ensure that you integrate the cloud based call center solutions with these major platforms to effectively keep a tab on their movements.

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