SIGNALING: The Unseen Sales Skill That Closes Deals Without Saying a Word
I wore a brand new navy blue suit to close a 7 figure deal.
It worked.
Here’s why
Marketing and sales are psychological warfare.
And one of the strongest weapons you can use is signaling.
In economics, signaling means:
Signaling is when one person (or company) takes an action to prove something about themselves to others, even if that action is costly or difficult to fake
People often don’t know everything about each other (this is called information asymmetry). Signaling helps bridge that gap by using actions as proof.
A doctor frames their Oxford certificate.
A startup names Mark Zukerberg as their chairman.
You walk into a meeting in a G-Wagon.
All of these are signals.
They silently say: “You can trust me. I’m the real deal.”
WHY SIGNALING WORKS
Buyers are skeptical.
They don’t know how good your product is.
You know more than they do. That’s called information asymmetry.
Signaling closes that gap.
It lowers resistance and builds trust — fast.
People may not believe what you say.
But they believe what they see. So feed their eyes and ears
HOW TO SIGNAL VALUE IN SALES
Display your credentials: Show your awards, degrees, testimonials.
Drive up in confidence: Even if you borrow the confidence for the day.
Give a taste: Free trial, sample, demo — let the product speak.
Dress sharp: Look like the outcome your client wants.
Design your brand to look premium: Packaging and presentation is part of the product.
Final Word:
Before you speak…
you’ve already said something.
So say it with confidence, quality, and intent.
Signal success.
What’s one signal you’ve used to earn trust in business?
Drop it in the comments — let’s learn from each other.
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