How will you know when your client is ready to buy? It’s not an exact science, but some signals will be more obvious than others:

• The buyer leans forward and becomes more engaged.
• The buyer begins making more eye contact.
• The type of questions the buyer asks changes from questions about the product or service to the details of delivery.
• The pace changes: it slows down or it speeds up.

You can often trust your intuition during the sales process. If you’ve grasped what the client is seeking and have effectively addressed all their questions, you should feel confident in looking them in the eye and asking:

“What do you think? Are we ready to move forward?”

This approach places the decision in the buyer’s hands, ensuring they don’t feel pressured. However, you are still making a direct request for their business. If they indicate they aren’t ready yet, take the opportunity to explore their thoughts further.

This hesitation can be viewed as another form of objection. Allow them to share what’s holding them back, address their concerns, and then attempt to progress the conversation again.