Understanding Buying Signals

Understanding Buying Signals

TTEC SalesPATH

Poll

What is the definition of a buying signal? Take your guess!

• When the buyer explicitly tells you that they are ready to purchase

• The actions potential customers take that indicate they're close to making a purchase

• Any noticeable hesitation that a barrier exists between the current situation and what needs to be satisfied before buying

• The specific tone that buyers will have when they are considering a purchase

​Buying Signal

Buying signals are the actions potential customers take that indicate they're close to making a purchase. Hone in on these cues when talking to a prospect!

A Sales Objection is:

An expression by a buyer that a barrier exists between the current situation and what needs to be satisfied before buying from you.

Dropdown

Objections are ​

Select answer

. It can mean that the buyer is engaged. Know that you have the tools to overcome objections.

​What does a buying signal sound like?

• The prospect has an interest in one particular thing...​

• The prospect is interested in case studies...​

• The prospect signs up for a free trial...​

• The prospect asks about the price...​

• The prospect asks the ways to pay...​

• The prospect asks about terms and conditions.​

​

Open Ended

Why is it important to recognize buying signals?

​Responses or reactions of "No"

​​Reactive

​Misconceptions or bad experience

​​Proactive

​Other verbal or nonverbal cues. You likely won't hear a no, but you definitely aren't feeling a yes

​​Hidden

​​Types of Objections

Match

Match the following:

• Objections

• Buying Signal

• Example of a Buying Signal

• Example of an Objection

• Why buying signals are especially important for B2B teams

Not a rejection, just a request for more explicit value

The actions prospective buyers take that may indicate they are close to making a purchasing decision

The prospect asks about the price

The last time I changed the budget, it didn't work.

They can help you hone in on the most promising leads

• Not a rejection, just a request for more explicit value

• The actions prospective buyers take that may indicate they are close to making a purchasing decision

• The prospect asks about the price

• The last time I changed the budget, it didn't work.

• They can help you hone in on the most promising leads

Labelling

Drag and drop to correctly label each objection on the right.

Drag labels to their correct position on the image

Reactive Objection

Hidden Objection

Proactive Objection

Multiple Choice

​

An objection is not a rejection, it is simply just a request for more explicit value. ​

• True

• False

Multiple Choice

​ Handling objections is just about providing an alternative solution.

• True

• False