Let’s look at some specific buying signals you might encounter in situations where you are face to face with the prospect (as opposed to selling on the phone). There will be times when the prospective buyer’s cues are so strong and positive that there is no apparent break between your presentation and the agreement. In those cases, you don’t really need to ask for the order, as the buyer’s words or actions make it clear that all that remains is to work out the details.

However, the actual cues that signal this interest will depend to a large extent on the individual’s unique mannerisms, so you’ll need to be alert and flexible. Become attuned to basic buying signals. Here are examples on how to read buying signals.

• Non-Verbal Signals. If the prospect is sitting forward on his chair, nodding his head and agreeing with points you are making, these are some very positive buying signals. If this is the case, you should stop trying to persuade the prospect, and instead move on to closing or getting some kind of buying action.
   
• Practical Questions. It’s usually a positive signal when the buyer begins asking about practical matters such as delivery timelines or whether the product is available in particular sizes or colors. Questions of this sort imply that the prospect has made the decision to buy, and has moved on to settling the details.
   
• Objections as Buying Signals. If a prospect asks detailed questions about your product, or about how it differs from your competition, you probably have a signal of interest. After all, busy people don’t get into the details unless they see a good reason for them to do so. They may be trying to imagine, what if they actually buy the product. The trend is positive, so be ready to move with that trend.
   
• Interest in Haggling. The sale is probably yours if the buyer initiates tentative negotiating probes over matters that would be relevant only if the sale is actually going through. But remember, the sale is yours only if you can negotiate mutually-agreeable terms.