The Sales Training Series: Gaining Commitment
Published: 10th November 2005
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Employers value salespeople based on their ability to Gain a Sales Commitment. Improving this sales skill has never been more important than it is today. So, what are you doing to get better?
Here are several ideas on how you can improve your sales effectiveness at gaining customer commitments.
Always Have a Commitment Objective!
Our recent research shows that nearly 80% of salespeople do not understand what their primary purpose is. Your principle mission in sales is to Gain Commitment. The confusion stems from the variety of tasks we as salespeople are asked to perform. The end result is that 62% of salespeople make calls where there is no attempt at Gaining Commitment. One of the most important reasons why this occurs is most salespeople do not establish what we call a Commitment Objective for every sales call. This is the number one mistake that all salespeople make. Well, it's time to change that!
Commitment Objective: A goal we set for ourselves to gain agreement from the customer that moves the sales process forward.
No sales call should ever be made without a Commitment Objective. If you do not have a Commitment Objective firmly planted in your mind, you
will wind up being one of those 62% that don't ask for Commitment.
In The Field:
Newly hired salespeople at Melody Inc., a Muzak Franchise, are required to make sales calls with veteran salespeople. Toward the end of one recent call, the prospect asked the veteran if he could keep the company brochure and share it with his partner. The veteran was happy to comply and began to pack up his briefcase.
The newly hired salesperson had recently gone through Action Selling Sales Training and learned about reaching a Commitment Objective. She decided that it would make sense to capitalize on the prospect's interest and schedule the next logical step - a proposal meeting. So she said, "As a next step I would recommend that we plan another meeting with yourself and your partner. We will prepare a proposal that documents what we have discussed and the solution we recommend. How does that sound?"
You guessed it. They scheduled a proposal meeting for a week later. During the next meeting they Gained Commitment for the business.
Author Bio:
Duane Sparks is chairman and founder of The Sales Board, a Minneapolis-based Sales Training Company that has trained and certified more than 200,000 salespeople in the system and skills of Action
Selling. He has personally facilitated more than 300 Action Selling training sessions.
For more information on sales training programs, sales books or Action Selling, go to http://www.thesalesboard.com or call 800-232-3485.
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Author
by Duane Sparks
Author: Duane Sparks In a 30-year career as a salesperson and sales manager, Duane has sold products ranging from office equipment to insurance. He was the top salesperson at every company he ever worked for. He developed Action Selling while owner of one of the largest computer marketers in the United States. Even in the roaring computer business of the 1980's, his company grew six times faster than the industry norm, differentiating itself not by the products offered but by the way it sold them. Duane founded The Sales Board in 1990 to teach the skills of Action Selling to others. The Sales Board provides effective sales training programs teaching selling skills that transfer to the field. With Action Selling, You Will Learn How To: - Set the right kind of objectives for sales calls - Sell yourself before you sell anything else - Ask the best sales questions and position your solution - Sell your company as the best match for your customer - Sell your product as the best solution to agreed upon needs - Ask for a commitment smoothly and effectively - Repeat the sales process and improve continuously Please visit our sales training site or call 1-800-232-3485.
URL:
http://www.thesalesboard.com
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