Successful sellers understand that every inside salesconversation with a sales prospect must conclude by obtaining a commitment that moves the sales cycle forward. to the next step
I know that already!So why doesnt every inside seller ask for acommitment at the end of the call?
Sometimes it’s fear of being rejected - often caused by…• Lack of focus on prospect’s priorities during conversation.• Resulting in no feedback from the prospect.• With the seller then avoiding asking for commitment.• Instead proposing to send a generic next step that the prospect hasn’t asked for or agreed with.
For Example: “So Gerry, that’s what the new next offering looks like. I am going to mail a presentation to you now. I will touch base with you in two weeks to see how you are getting on with it” ‘That sounds okay’. – says the prospectBut often what follows isa)The prospect is not available for next call.b)The prospect hasnt done anything with the presentation you forwarded.c)The next call ends being a re-run of the previous one.
And Sometimes there is no commitment …..…. BECAUSE THESELLER HAS NOT PLANNED THEIR DESIREDCALL OUTCOMES IN ADVANCE ……..…… AND JUST END UP INTHE WRONG PLACE!
So here are some ideas to help you getmutually agreed commitments at the endof your call
Get your call strategy right!Nobody should be allowed off your callunless you know what will happen next
Nobody gets literature or documentation unless you know what they will next do as a result of receiving it
Always ask for a commitment to movethe call forward to the next stepYou miss 100% of the shots you dont take– W, Gretzky
RememberOnce the prospect hangs upyou have lost your opportunityto directly influence theirthinking
What does good commitment look like?They verbally commit! • To move to the next stage • That your company option is the one the want to move forward with • What they steps they will complete between now and next call • Who else they need to influence / get involved between now and the next call • What you can expect from them on the next call
Tip 1: Link it to the prospect’sfeedback “Based on what you aresaying, it sounds like thenext logical step will be toget a demo in your officebefore month end . Whatdo you think?’
Contingent Commitment“So what you are saying isthat you like the concept andprice in principle but youneed to see it in writing. Soyes I will be delighted tosend you on a high leveloutline in writing. Can I askif the document is to yourliking what will happenthen?”
Moving higher in the decisionmaking unit“Great John, before our callnext Tuesday you’ll havespoken with your FinanceDirector. What will you berecommending to her?”
Key points remember• Commitments need to be direct and explicit• You are entitled to ask for one so you should• Always link it to prospects priorities• Assign homework between now and next meeting• Never send documentation without getting contingent commitments in advance of sending them• Plan your desired call outcomes• Focus on movement of every call to its furthest point
“A person’s greatness lies in their ability to challenge their own thinking” www.evolve.iedavemalonesalescoach