How can you use commitment and consistency to improve your sales presentation?

2 How to use commitment and consistency in the opening

The opening of your sales presentation is crucial to capture your prospect's attention and establish trust. You can use commitment and consistency to achieve this by asking them questions that elicit positive responses and affirmations. For example, you can ask them about their goals, challenges, needs, or preferences, and then repeat or rephrase their answers to show that you understand them. You can also ask them for permission to proceed with the presentation, or to agree on the agenda, duration, or outcome. This way, you are creating small commitments that set the stage for bigger ones later on.

4 How to use commitment and consistency in the closing

The closing of your sales presentation is where you ask for the order and overcome any objections or concerns. You can use commitment and consistency to persuade your prospect to take action by reinforcing their previous commitments and highlighting the consequences of inaction. For example, you can summarize the main points of your presentation, emphasize the value proposition and the urgency of your offer, and ask for their opinion or feedback. You can also use trial closes, such as asking them if they have any questions, if they are ready to move forward, or if they would like to see a contract or a proposal. These are ways of gauging their level of interest and commitment, and moving them closer to the final decision.

5 How to use commitment and consistency in the follow-up

The follow-up of your sales presentation is where you maintain contact with your prospect until they sign the deal or decline the offer. You can use commitment and consistency to keep them engaged and motivated by reminding them of their commitments and providing them with social proof and reassurance. For example, you can send them a thank-you note, a recap of the presentation, a testimonial, a reference, or a free trial. You can also ask them for a feedback, a referral, or a testimonial. These are ways of creating reciprocity and loyalty, and increasing the chances of closing the deal.

6 How to avoid overusing commitment and consistency

Commitment and consistency are effective techniques to improve your sales presentation, but they can also backfire if you overuse them or misuse them. You should avoid being pushy, manipulative, or dishonest with your prospect, as this can damage your credibility and rapport. You should also respect your prospect's right to change their mind or decline your offer, as this can show your professionalism and integrity. You should use commitment and consistency as a way of helping your prospect make the best decision for themselves, not as a way of forcing them to do what you want.