Resources / Glossary / Customers
Buying signal versus flag
A signal is interest the customer showed. A flag is a problem in how the conversation was handled. They call for different responses.
A buying signal comes from the customer: a question about availability, a payment question, a trade mentioned, a timeline named. A flag comes from the dealership side: the appointment was never asked for, a promise was made and not kept, the caller sat on hold and gave up, nobody captured a phone number.
Keeping them separate matters because the response is different. A signal produces a call to the customer today. A flag produces a conversation with the rep, or more often a change to a process that is failing the same way on many calls.
Why it matters for a sales manager
Mixing the two produces a list nobody uses. A manager staring at one pile of items cannot tell which need a phone call and which need a coaching session, so the whole thing gets skimmed. Split them and the morning takes twenty minutes: work the signals while they are warm, then look for the flags that repeat, because those are process, not people.