Seven Signals that a Prospect Likes What You are Saying (Part 2)

Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.

This is part two of a two-part series. You can read part one here.

In part 1, I spoke about why you should never oversell by talking too much or about something irrelevant to the prospect. But when you do see a buying signal, it’s a cue they want to move on. Use a trial close like, “Does this seem like the right approach?” or “Do you like this idea so far?”

Here are three more subtle cues that a prospect likes the solution you are presenting.

The whistling teapot

Having watched hundreds of hours of video on buyer behavior, prospects will invariably lean forward in their chair or toward you while standing when they accept your ideas. The “whistling teapot” is one buying signal indication that they are ready to commit. If you see them suddenly move forward, they are indicating a change in behavior. That change is your buying signal cue.