Posted by Nick in Sales Training To Improve Sales Results | 0 Comments
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Gaining Commitment Is A Key Sales Skill
Commitment and sales go hand in hand but this goes much further than just gaining commitments from customers and prospects.
Gaining commitment is often presented as a closing term. Sales reps want the prospect to commitment to becoming a client or customer. However, if you hold off waiting for a commitment until the end of the process, you could be in big trouble.
As a salesperson, I’ve been trained not to make assumptions. However, I’m going to assume you know about and are using some sales process. If not, stop reading and commit to learning the sales process.
The sales process is made up of a series or steps and you may not move to the next step until the step you are on is completed. The only way to be sure you are ready to move to the next step is by gaining a commitment from your customer or prospect.
Here are some questions you may ask to gain a commitment from your prospect or customer to uncover if you are positioned to move on to the next step in the sales process.
- Based on my summary, do you feel I have a good understanding of your present condition?
- Do you agree that this is a problem that should be solved?
- Do you see this product as a viable solution?
- Have I completely addressed your question to your?
As you can see, gaining a commitment from a prospect or client goes well beyond closing.
I wish you great sales success!