7 Signals the Customer is ready to buy

1. 7 Signals the Customer is Ready to Buy

2. 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.

3. Ways to Recognize Buying Signals • Presentation Agenda: • Queries about a certain kind of product • Asking about the Price • Asking about the Features • Trying to know about the company • Getting into the finer details • Repetition • Visiting the official website often

4. 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.

5. 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.

6. 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.

7. 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.

8. 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.

9. 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.

10. 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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