7 Buying Signals and Knowing When to Shut the Heck Up!

By Antoinette Rodriguez, MBA

It can be a lack of selling skills, confidence or experience that makes a financial advisor seemingly unable to close new business. One of the biggest errors we have seen, with new advisors especially, is not understanding the importance of knowing when to shut up once buying signals are presented by prospects.

​Understood that it’s a natural human desire to impress others and tell potential clients everything you know about your services. If you are not careful to monitor the prospect’s verbal and physical buying signals, however, you could talk yourself out of a new client.
 
Here are 7 (positive) buying signals  you should watch out for:
 

1. Eye contact: Is the client either contemplative or direct in their eye contact?
2. The nod: Is the client nodding or smiling in approval at what you are saying?
3. Inclusive language: Is the client using terms such as we versus I?
4. Next steps: Has the client asked you what the next steps are?
5. Pauses: During or after your presentation, is the client quietly contemplating what you said?
6. Objections: While it may seem counter-intuitive, objections can be a client’s way of expressing interest and pretty much begging for you to prove your value.
7. Open body language: Are they leaning back in their seat with their hands behind their head (as opposed to in front of their body) and relaxed body language? 

 
And the biggest reason you need to just go with the buying signals and strategically shut up? You could introduce new objections or information that will either start an additional round of discussions or get the client so overwhelmed that they decide to wait.

That scenario is no bueno!
 

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