An expert watches for a combination of subtle verbal and non-verbal cues that collectively signal a readiness and willingness to commit to a deal. Verbally, one key sign is a shift from exploratory or hypothetical language to concrete, future-oriented statements. This includes discussing implementation details, such as asking about timelines, next steps, or resource allocation, rather than questioning the fundamental premise of the deal. They might use ownership language, saying things like, “When we implement this, my team will need…” or “We would require…” This indicates they are internalizing the deal as a reality. Another verbal indicator is a change in the nature of their questions, moving from broad inquiries about value or concept to specific clarifications about terms, delivery, or support. For instance, instead of asking “What are the benefits?” they might ask, “How quickly can we provision the licenses once ....
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