You’ve done your customer research, made prospecting calls, and connected with a potential buyer. Maybe they’ve even agreed to watch a demo. But do they really want to buy, or are they just window shopping?
Here’s the hard truth: “You don’t know if they’re ready to buy until they tell you they’re ready to buy, and you can’t believe it until you get a signed contract,” said Richard Harris, sales coach and founder of The Harris Consulting Group. “Instead, look for a strong indication of intent to purchase.”
Put another way: It all comes down to being able to read buying signals. Read on for the five signals most reps miss, and how to use them to get to close faster.
Catch a buying signal? Sail to close in record time
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Read the full article on Salesforce.org blog.
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