How to read nonverbal Buying Signals: Body Language reveals, when the client is ready to buy
No matter what your profession is, we are all somehow in the business of selling.
If we don’t sell a particular product, we sell ourselves or our ideas!
Most good salesmen and distributors agree that almost every form of sale also involves that the seller “sells him or herself” . And when people buy, they usually also buy us and not only the goods. Therefore, it is important to know when we are on the right track in a sales conversation.
So we find buying signals not only in the classic selling situation, but everywhere in life.
This blog shows you 4 ways in which your customers unconsciously signals their buying interest with body language. With this knowledge you will recognize faster when your future clients are ready for the next step.
But first of all: What is a buy signal?
Buying signals are indicators that tell us that
- someone is willing to buy a good or service
- someone is willing to sign a contract with us
- someone is willing to offer us a job
- someone is willing to enter into a partnership
- someone is willing to make virtually any other agreement.
Let’s take a look at some of the non-verbal behaviors we know when someone commits to a purchase.
With this knowledge, you’ll see more quickly when you no longer need to sell and can move on to closing the deal. You can then slow down or even stop your “promotion measures” at the right moment to close the deal yourself.
If the phase of promotion exceeds the time at which the purchase decision was made, this is usually unnecessary. Sometimes even counterproductive, because in the worst case you could reveal further information, which gets the prospective buyer out of the buying mood.
So here are the various non-verbal signals you should be aware of during a sales pitch:
- Eye contact: During the promotional phase, a buyer sometimes tries to fake disinterest (or is actually disinterested). But when someone is ready to buy, eye contact increases significantly.
- Getting closer to the product: The buyers will reduce the distance between themselves and the seller / the product, usually by leaning towards it or, if they are standing, by moving closer to it. Translated into body language this means: The buyer does not want the business to be lost.
If the potential buyer takes the object of purchase into his hands after looking at it from a distance, this is also a positive sign of interest.
Perhaps you are familiar with this: The market salesman in Arab countries often tries to physically place his products in the hands of walk-in customers. The psychological effect proves the market sellers right: Everything we touch, we accept faster to buy and own it. If a clever salesperson wants to give you something to look at, they automatically establish a physical and emotional connection between you and the product. This increases the chance of a positive purchase decision. - Touching the chin & increased nodding: Touching the chin is a powerful signal that together with nodding shows the buyer’s purchase decision. If this gesture is seen together with other accompanying buying-signals, the time is right for closing the sale by negotiating the price.
- Easing tension: During (price) negotiations the tension is always great. But once the requirements have been met and agreements made, a sudden relaxation of the body shows that your client is ready to accept the deal and agrees to the terms.
Any reversal of these signals, a change in the direction of the conversation or even missing buying-signals show that a buyer is not yet ready for the purchase or that the potential buyer does not yet want to follow your idea or wish. If possible, you can address the client’s concerns directly and respond to the body language hints.
About the author of this article:
Etienne Dubach stays a lot in Barcelona but works internationally.
He is a versatile and passionate coach, personality developer and author.
With over 1000 training days and 12 years of communication studies, he brings a wealth of experience and broad repertoire into all of his seminars.
Find out more about Etienne HERE.
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