Are You Chasing the Wrong Leads? Sales teams waste countless hours on prospects who were never going to buy in the first place. The best sales pros know how to spot true buying intent early—so they spend time where it actually matters. Here’s how to identify a buyer who’s truly ready to purchase: 1. They Have a Clear, Stated Problem Casual interest isn’t enough. Serious buyers can clearly articulate their pain points. If a prospect says, "We're exploring options," dig deeper: "What’s pushing you to explore now?" 2. They Ask Specific Questions When a prospect is asking about pricing, implementation, or integration, they’re considering the logistics of buying—not just browsing. Generic curiosity sounds like "Tell me more about your product." Real intent sounds like "How would this integrate with our existing CRM?" 3. They Have Decision-Making Authority (or Influence) Talking to someone who can’t approve the deal? You’re playing the long game. Serious buyers either have the authority or can directly influence the final decision. 4. They Show Emotional and Logical Commitment Great salespeople recognize verbal and nonverbal cues. A buyer who’s leaning in, nodding, or saying "That’s exactly what we need" is signaling engagement. Pair that with a logical next step (like asking for a contract review), and you’ve got a serious lead. 5. They Are Actively Looking to Solve Their Problem The biggest signal? Urgency. If they say, "We need a solution in place this quarter," they aren’t just looking—they’re buying. --- ?? Stop chasing the wrong leads. Focus on real buyers who are actively searching for a solution, and watch your close rates soar. What other buying signals do you look for? Drop them in the comments!
