Knowing when someone is ready.
WHAT SIGNALS INTEREST
Questions about implementation rather than capability Asking about timelines Involving other people Asking about terms, support or contracts Discussing how it would work in their situation
WHY IMPLEMENTATION QUESTIONS MATTER MOST
They indicate the buyer is imagining owning it.
WHAT SIGNALS DISINTEREST
Questions that stay general No new people involved Postponement without a reason Vague enthusiasm with no action
WHY VAGUE ENTHUSIASM IS A WARNING
It is politeness, not intent.
WHAT TO DO WHEN YOU SEE BUYING SIGNALS
Ask for the order.
WHY NOT CONTINUE SELLING
Additional information after the decision introduces doubt.
WHAT TO DO WHEN YOU SEE DISINTEREST
Ask directly where they stand.
WHY
It is better to know.
WHAT TO ASK TO TEST READINESS
What would need to happen for you to move ahead.
WHAT THE ANSWER REVEALS
Either a short list you can address, or that it is not real.
WHAT TO AVOID
Interpreting politeness as progress Reporting a deal as advanced because the meeting went well
WHY
Pleasant meetings are not commitments.
WHAT TO TRACK
What the buyer has actually done.
WHAT COUNTS
Time given, people involved, documents requested.
