Any salesperson who’s been around the block for some time will tell that most prospects will never express their intention to buy a product. Sales reps, therefore, look for certain behavioral traits or buying signals when interacting with the customer. Buying signals can be defined as any sign or cues from the customer indicating his/her intent to purchase. The signals may be verbal or non-verbal and can be seen across various stages of the customer’s purchase journey. The more obvious buying signals, such as enquiring about prices and discounts, or asking the sales person to explain the offerings or a product’s specification, can give the sales reps an indication regarding the buyer’s interest and accordingly take the right approach to closing the deal. However, when these cues are subtle, the sales team, without even realising it, can lose out on major opportunities.
