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Buying Signs: Recognize Them, Don’t Miss Them
In retail sales, one of the most important skills you can develop is recognizing—and acting on—buying signs.
The definition of a buying sign is: Any question that is asked, or statement that is made, after both trust and value have been established.
A buying sign is simply a verbal or non-verbal cue from a customer that shows they’re ready to make a purchase.
- Obvious buying sign: “When can you deliver this sofa?”
- Subtle buying sign: “I really like this ring, but I’m not sure…”
Both are signals that the customer is ready to move forward. The difference between a good salesperson and a great one is recognizing that moment and smoothly transitioning into the close.
What Happens When You Miss a Buying Sign
Here’s what happens far too often on a sales floor:
A shopper in a jewelry store says, “This diamond looks great. Do you have it in a smaller size?”
That’s a buying sign.
Instead of closing, the salesperson dives back into a long explanation about the 4 C’s.
Or a customer looking at appliances asks, “Does this refrigerator come in stainless steel?”
That’s another buying sign.
But the salesperson continues with features the customer already understands.
The result? The customer walks away, saying, “I’ll think about it,”—and maybe buys somewhere else.
Selling vs. Completing the Sale
Here’s the lesson: many salespeople sell the product but fail to complete the sale.
They’ve built excitement, answered questions, and created value—but when the customer shows they’re ready, the salesperson keeps talking instead of closing.
In retail, timing is everything. Once a customer starts asking about delivery, size, price, or availability, they’re telling you they’re ready. Don’t undo your work by presenting past the close.
Common Retail Buying Signs
Here are some of the most common cues you’ll hear or see on the sales floor:
- Jewelry: “Can you size this ring?” / “How soon could I get it?” / “Does it come in white gold?”
- Furniture: “Will this sectional fit in a 12×14 room?” / “What’s the delivery time?” / “Do you have this in another color?”
- Appliances: “Will this fit in a 36-inch space?” / “Can I get this with a gas hookup?” / “What’s the warranty on this model?”
Every one of these is the customer saying: I’m ready—help me buy.
The Takeaway
When you see a buying sign—stop presenting and start closing. Move straight into the next step: size the ring, schedule delivery, discuss financing, or write up the ticket.
Remember: you don’t get paid for great presentations—you get paid for completed sales. Recognizing and acting on buying signs ensures that your effort turns into results.
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Be sure to go to https://principlesforbusinessandlife.com/ – click on Our Viewpoint Newsletter and read a fabulous article titled:
The Open Heart: A Path to Authentic Living
By Bryan Dodge of Dodge Development
Recruiting, Interviewing and Hiring Guide – Now Available
Introductory Price: Just $89.95 Instant PDF Delivery to Your Inbox!
Tired of high turnover, poor in-store experiences, or hiring people who just “don’t fit”?
This powerful, step-by-step guide is designed specifically for retail business owners and managers who need a better system for hiring employees that actually drive sales and elevate your customer experience.
What is inside the Guide
✓ Retail Hiring Philosophy
How to build a team that reflects your brand and boosts customer loyalty.
✓ Where to Find Great Retail Recruits
Field-tested sources to find motivated, coachable team members.
✓ Retail Interview Questions That Matter
- 1st Interview: Spot potential early
- 2nd Interview: Assess attitude, trainability & culture fit
- Final Interview: Seal the deal with confidence
✓ Pre-Hire Screening Tools
- Basic Math Test (for POS accuracy)
- Reading Comprehension Test (for signage & promo understanding)
- Pre-Interview Questionnaire (to save time)
✓ Legal & Smart Hiring Essentials
- Employment Application + Waiver
- Background, Drug, and Physical Exam Consent Forms
- Questions to Avoid (stay compliant!)
- Reference Check Form & Phone Script
✓ Easy-to-Follow Hiring Checklist
To stay organized and avoid costly missteps.
PERFECT FOR:
- Jewelry Stores
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- Pawnbrokers
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Have your staff subscribe to the Munchies Newsletter and please pass this along to others within your circle of influence. https://principlesforbusinessandlife.com/contact-us/
FINAO
Brad Huisken
IAS Training