Listening for Buyer Signals

PROGRAM DESCRIPTION

Join Sales Assembly and Jon Rydberg for Listening for Buyer Signals, part of the Qualification certification.

Participants learn how to pick up on both verbal and non-verbal signals that indicate real interest or disengagement. Includes techniques for reading between the lines, clarifying ambiguous responses, and distinguishing curiosity from intent. The goal is to qualify based on behavior, not just what is said.

WHAT YOU’LL WALK AWAY WITH

• Four signal types: verbal, emotional, behavioral and risk, each read as positive or negative.
• Watch what they do: catch the places where a buyer’s words and actions don’t match.
• Respond to the signal: build momentum on positive signals and re-diagnose instead of pitching on negative ones.
• Four champion tests: access, influence, commitment and personal win show whether you have a coach or a champion.
• Listen like Grandma, verify like Larry David: stay curious enough to be trusted and skeptical enough to avoid happy ears.
• A learner takeaway guide with two exercises for that week and ready-to-use AI prompts.

FROM A PREVIOUS SESSION

115 attended ◦ 4.61/5 average rating

“Great speaker, content, pace and tone. Really enjoyed the session” VP, Local Commercial (B2B)

Watch a clip from the last session

ADDITIONAL INFO TO KNOW

This program was built in collaboration with one of our Executives-in-Residence. To earn the certification, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help, email support@salesassembly.com), and all registrants comply with our Terms and Conditions.