When is a prospect ready to buy in?

Well, ask as many sales people and they will give you various answers. Some will recall buying signals others will say that they feel this moment, actually both could be right, however we still do not know exactly when this magic moment occurs.

Is this important for a project? Of course it is, what happens if we miss this?

Some prospects will feel sorry for us for a second but hey, most of them will try other solution.

So, there is one way to make sure and this is to ASK

Yes, 80% of sales people never ask for confirmation because of fear and assumptions from their brain.

In other words if your intention is to match the prospect needs with a resonant solution simply ask, you will get a confirmation.