If You're Not Doing This, You're Losing Sales Every Day!

Don't Let Deals Die: The One Thing You Must Do to Win More Business. The Sales Tactic So Effective, It's Almost Unethical!

You had me at hello!

Ha! Not really, but soon afterward, we developed a relationship of give and take. At that point, we both had expectations from each other, and the relationship grew because we delivered upon those expectations.

That is a healthy partnership.

Oh no, this is not a dating column. I’m not discussing a romantic relationship; this is the sales process. One of the most critical steps in a solid, long-term partnership is getting a commitment from both parties for the next steps.

Commitment is crucial in the sales process for several reasons:

Clarity and Alignment: Securing a commitment ensures that the salesperson and the prospect are on the same page regarding the next steps. It clarifies what each party expects to happen next, reducing misunderstandings and keeping the process moving forward.

Momentum: Getting a commitment helps maintain momentum in the sales process. Without a clear commitment, the process can stall, leading to delays, lost interest, or the prospect moving on to other options.

Qualifying Seriousness: A prospect's commitment indicates their seriousness and engagement. If a prospect is unwilling to commit to a next step, it might be a sign that they are not fully interested or that underlying objections haven’t been answered.

Building Trust: Regularly securing commitments, even small ones, helps build trust and a collaborative relationship. It shows that the salesperson values the prospect's time and assists them in finding a solution that meets their needs.

Progression Toward Closing: Each commitment moves the prospect closer to making a final decision. It breaks down the sales process into manageable steps, making it easier for the prospect to say "yes" to the final sale.

Minimizing "No Decision": One of the biggest obstacles in sales is the prospect deciding to take no action. By consistently asking for and securing commitments, the salesperson helps prevent the deal from falling into the "no decision" one, where nothing happens, and the opportunity is lost.

Reduces Buyer's Remorse: When a prospect is engaged and has made a series of small commitments throughout the process, they are more likely to feel confident and secure in their final decision, reducing the likelihood of buyer remorse.

Commitment is critical because it drives the sales process forward, ensures alignment, and helps build a strong relationship between the salesperson and the prospect.

How to get commitments

The first thing we need to agree on is the end. Both you and the prospect have a goal. Yours will be a sale, and theirs will be an answer or solution to the problem. If you can visualize that, and each commitment you make throughout the process gets you closer to the end, that is the best way to kick off the process.

State your expectations clearly: Make sure the prospect understands precisely what you want them to commit to.

Use open-ended questions. These questions encourage the prospect to provide more information and engage in the conversation. Open questions begin with who, what, where, when, why, and how.

Get to the point: Avoid beating around the bush. Ask for a commitment directly.

Anticipate objections: Be prepared to address potential objections before they arise.

Offer solutions: Provide solutions or alternatives to address the prospect's concerns.

Stay engaged: Maintain regular communication with the prospect.

Remind them of their commitment: Gently remind the prospect of the agreed-upon next steps.

By following these tips, salespeople can increase their chances of securing commitments from prospects, leading to more closed deals and a more robust sales pipeline.

Do you need help redefining your process? Contact us at the Kole Performance Group for a free 30-minute consultation. Let’s define a common goal we can work towards.