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People always come up to me and say, "How do I know if the prospect is absolutely going to buy?" And of course, the reality is, is that no one can predict the future. But, prospects do have a pretty consistent set of buying signals or signals that they show that demonstrate that they are likely to buy. So in this video, I'm going to show you five signals that a prospect is going to purchase. Check it out. (pleasant tone) Number One- They share real challenges that you can solve. This is a really big one, and there's a lot that's packed in here. First of all, does your prospect actually have challenges that you can solve? Of course, everyone has challenges in life, but do they have the right challenges that you likely solve? And are they actually willing to share them with you? That is a huge buying signal. Again, doesn't mean that they are 100% going to buy, of course not, but it is such a good indicator of fit. And so, we also don't want it to be really surface level, we want to go deep. And so, are they willing to tell us more about those challenges? That is one of the absolute best buying signals that we can get from a prospect to say, "All right, this is likely someone that really makes sense to continue to focus my energy on." Number Two- Their objections don't show complacency. Again, there's a lot of nuance here. But all prospects have objections, one way or another. I mean, there's always one concern, there's always some reason. But some prospects have objections that really show complacency. Things like, "You know what, the timing just isn't right, or, "I don't know, maybe we should revisit this down the road." That is what we call a complacency objection. And usually, a complacency objection means, it's another way of basically saying, "I'm not seeing it. It just doesn't, I don't feel enough value in order to move forward." Complacency objections are usually a really bad thing. And so, if your objections tend to be more along the lines of actually engaging with the offering or concerns about little things here and there, that's a really good buying signal, because that's showing that at least they're really engaging with the idea of using your product or using your service. The objections that we want to not hear as much of are around that complacency. That really means that we're going to have some real digging to get out of the hole that we might be in. Number Three- They have good questions. Good questions show intent. And so, if your prospects are asking you questions, really engaging with what you're talking about, and they're asking interesting questions about how they might use this or how they might use that, that again is a good buying signal. Does it mean that they're 100% going to buy? No, of course not, but is it powerful enough to say, "Okay, this is someone who's likely to be a fit because they've really engaged with what we're talking about, they're asking questions that are really focused on how it might fit into their future life or their future professional world." Number Four- They agree to next steps. So one of the strategies that we always talk about in the Sales Insights Lab is becoming next-step obsessed. You must always schedule the next step with your prospect while you're in this current meeting, whether that's face to face, phone, Zoom, whatever. If your prospects are willing to consistently schedule those next steps, that is a good buying signal, because the opposite of that is really problematic. If your prospect is unwilling to schedule next steps, it means that there's something going on. Either they don't see enough value or the timing's just not right or whatever it is. So if they are willing to consistently set next steps, that means we're in a good place. That is a really powerful buying signal that shows, at least they see enough value to spend time with you and to continue this conversation. Number Five- They follow your lead. This is one of my favorite buying signals, because again, we have to think about, what's the alternative, what's the opposite of this? And what the opposite of this is, is a prospect who's really cagious, like that bucking bronco and is not willing to follow your process. That's a pretty good sign that things are not going ing to plan. So when your prospect is willing to follow your lead, that means that they're at least engaged enough that they're really considering what the potential solution that you're offering is. When they're willing to follow your lead, it means that they see enough respect for you to kind of go with the flow, to go with the direction you're taking them. So when your prospect is following your lead, it means that you're on a good path. Now, there's so much to this, and we need to be following a good process, we need to be asking better questions, we need to be demonstrating insight, we need to be demonstrating that we can solve, all of that, but if your prospect, in general, is following your lead and you've got a real process in place, that is a strong buying signal. So there are five signals that a prospect is going to purchase, the ultimate buying signals. And if you enjoyed this video, then I have a free training on the step by step formula to closing more deals. Just click right here to get registered instantly. Seriously, just click right here to get registered. This is an in-depth training that will help you close more sales at higher prices, all while generating more appointments. 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