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Dave Richardson

Here Are 11 Signals That Your Customer is Ready to Buy

Salespeople miss 2.5 buying signals for every sale. Here’s how to miss fewer.

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TIP: CATCHING ALL BUYING SIGNALS IS CRITICAL

WHY IT IS TRUE: It is estimated that salespeople miss an average of 2.5 buying signals for every sale. A buying signal is defined as a verbal or nonverbal indication by the customer that he or she is ready to buy. 

PLAN OF ACTION: Keep a close eye out for these non-verbal buying signals:

  • Customer reaches for his wallet.
  • Customer (with a lady friend) winks at you at a moment when she is momentarily distracted.
  • Customer holds the piece and looks at it for longer than the usual period of time.
  • Customer moves the piece toward herself on the counter pad.
  • Customer continues to look at earrings, necklace in the mirror for an extended period of time.
  • Customer strokes their chin (good sign).
  • Customer pulls their nose (a negative sign).
  • Customer begins walking toward the register (if you miss this one, you better invest in a new pair of glasses).
  • Customer taps their forefinger on the glass countertop.
  • Customers hold and look at the piece together, occasionally taking a moment to glance into each other’s eyes.
  • The customers’ pupils dilate. This is a great nonverbal sign that they are with you. If the customer’s eyes are constricted, you better make a fast change or they are out of there.
  • Sometimes it’s not what the customer says, but what they do not say that indicates their readiness to buy.

This article originally appeared in the May 2018 edition of INSTORE.     

David Richardson is a certified professional speaker and a consultant to retail jewelers and manufacturers worldwide helping them grow their diamond bridal engagement business.

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