Buying signals of a prospect can be extremely misleading. I don’t believe in them. Leaning forward, asking questions, using certain words are all classic buying signals taught in sales courses. I lean forward because I can’t hear it doesn’t mean I am either more or less interested or any closer to buying what you are selling. Prospects are expert at “playing” the salesperson. They do this to gain an advantage or to get the salesperson to give up information or maybe to get the salesperson to let his or her guard down. Don’t be misled by a prospects buying signals. Follow your sales process and use your sales skills. Ignore the body language and other nuances. You will save yourself a lot of anguish in the long run.
