Have you Actually Won the Deal?
Jun 03, 2025Implicit vs. Explicit Buying Signals in Sales
It’s one of the most common traps in sales:
You think you’ve won… but the deal still stalls.
Why? Because there’s a massive difference between an implicit win and an explicit commitment, and great sellers know how to spot the gap.
Here’s how to tell:
Implicit Wins
These are feelings and indications, not facts.
“We really like your solution.”
“You’re our front-runner.”
“This looks like a great fit.”
- Encouraging? Yes.
- Actionable? No.
- Bankable? Definitely not.
Explicit Wins
This is when the buyer makes a clear commitment to act.
“We’re selecting your proposal.”
“We’ll sign pending legal by Friday.”
“Here’s the PO number.”
“Let’s book implementation next week.”
These are signals you can plan around.
These are signals that move deals forward.
Top performers don’t celebrate early.
They qualify buying intent rigorously, and keep selling until the ink is dry.
So next time a buyer says “we’re keen”… ask:
“What happens next?”
“Who else needs to approve?”
“When would you like to go live?”
That’s how you turn maybes into money.
Want help coaching your team to chase clear commitments instead of nice conversations? Let’s connect.
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