Do You Know What Buyer Behaviors to Look For?

Buying Behaviors

The ability to discern genuine buying intent from mere surface-level interest can significantly impact our success as sales professionals. Unlike the often-discussed buying signals, which may not always provide a clear indication of a prospect’s readiness to purchase, focusing on buying behaviors offers a far more reliable gauge of their genuine interest. These behaviors, particularly those rooted in emotion, serve as green flags signaling a deeper commitment from the customer and presenting an opportunity for sales professionals to foster a connection and build trust. 

The Importance of Emotional Engagement 

As a seasoned professional in new home sales, I’ve come to recognize the pivotal role of emotional engagement in the buying process. It’s not just about recognizing when a potential buyer shows interest in features or asks about pricing; it’s about identifying when they invest emotionally in the conversation and the relationship. This emotional investment often manifests in three distinct behaviors or “green flags” that signal a buyer’s serious interest. 

Green Flag #1: Emotional Demonstration by the Customer 

The first green flag to watch for is when a customer openly demonstrates emotion. This can vary from expressing excitement about future plans in their potential new home to showing concern about specific aspects of the buying process. Emotional demonstration is a sign of trust, indicating the customer feels safe enough to share their feelings with you. As sales professionals, it’s essential to reciprocate this openness by sharing our own emotions. Creating an environment where emotions can freely flow establishes a solid foundation of trust and makes it easier for the customer to continue to open up. 

Green Flag #2: Sharing the Journey 

The second green flag is when customers share their home-buying journey with others, be it through social media or in-person conversations with friends and family. This behavior suggests they are seeking validation for their choices and are deeply engaged in the process. Encouraging this sharing not only helps solidify their interest but also leverages the power of social proof, making them more confident in their decision to move forward with a purchase. 

Green Flag #3: The Talkative Customer 

While a talkative customer might sometimes feel overwhelming, their willingness to engage in extended conversations is actually the third green flag. These customers are not just filling the air with words; they are often sharing valuable insights into their priorities, concerns, and motivations. By listening closely, we can uncover “gems” of information that enable us to tailor our approach and address their specific needs more effectively. 

Leveraging Green Flags to Accelerate the Sales Process 

Recognizing these green flags is just the first step. The real skill lies in leveraging this information to deepen the relationship and guide the customer through the sales process. This involves: 

  • Active Listening: Paying close attention to the emotions and details shared by the customer, ensuring they feel heard and understood. 
  • Emotional Reciprocity: Sharing our own experiences and emotions to build mutual trust and make the sales process a shared journey. 
  • Encouragement and Support: Facilitating the sharing of their journey with others and providing reassurance that they are making the right decision. 

More Than Just A Buying Behavior  

These three green flags offer powerful insights into a customer’s readiness to proceed with a new home purchase. By focusing on emotional engagement and buying behaviors rather than superficial signals, we can build stronger connections, foster trust, and ultimately, facilitate a smoother and more effective sales process. Remember, the goal is not just to sell a home but to support and guide the customer through one of the most significant decisions of their lives. So, let’s use these insights to not only achieve our sales targets but to create meaningful, lasting relationships with our clients. 

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About the Author: Jeff Shore

Jeff Shore is the Founder and CEO of Shore Consulting, Inc. a company specializing in psychology-based sales training programs. Using these modern, game-changing techniques, Jeff Shore’s clients delivered over 145,000 new homes generating $54 billion in revenue last year.