essential previous learningHandling Objections

Key Signs It Is Time To Stop Selling

Learn how to read buying signals

Key learning outcomes:

  • Recognise the verbal and non-verbal signs that indicate a potential buyer may proceed with a sale.
  • Understand that signs of an imminent sale may be subtle.
  • Acknowledge the benefits of listening carefully to the potential buyer and not focusing only on your sales pitch.
  • Develop strategies for dealing with potential customers’ objections.


Too often the reason a salesperson is not successful is not because of a lack of opportunity but a lack of skill. One of the biggest mistakes salespeople make is to keep selling after the potential buyer has made the decision to move forward. They miss what are known as “buying signals” and run the risk of talking themselves back out of the sale.

Buying signals can be subtle – you need to be alert to them throughout the sales process to ensure you are not missing opportunities. In this article we will take you through some of the common verbal and non-verbal signs that indicate your prospective buyer is getting ready to say “yes”.

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