Several times when coaching my sales clients, I get this common question – “How do you know when a customer is ready to buy?”
This question opens the door to when does a b2b sales person need to ask for the business or to gain a commitment from the customer. I know some of you are thinking this is about closing the sale. Well, I believe you ask for the business in simple ways – you do not need 101 ways to close a sales in b2b selling.
What you do need is a keen eye for the buying signals from your customer. This offers you the opportunity to check for agreement and gain a commitment for the next step of the sales process – which could be just asking for the business.
So here are four common buying signals for you to master as a b2b sales person.