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Always Have a Commitment Objective
Our recent research shows that nearly 80% of sales people do not understand what their primary purpose is. Your principle mission is to Gain a Sales Commitment. The confusion stems from the variety of tasks we as sales people are asked to perform. The end result is that 62% of sales people make sales calls where there is no attempt at Gaining a Commitment.
One of the most important reasons why this occurs is most sales people do not establish what we call a Commitment Objective for every sales call. This is the number one mistake that all sales people 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 a Commitment.
Selling - In The Field
Newly hired sales people at Melody Inc., a Muzak Franchise, are required to make sales calls with veteran sales people. 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 sales person had recently been trained in Action Selling, Sales Training offered by The Sales Board, and knew the value of having 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. Her sales training continues to pay off as she sharpens her sales skills.
Contact The Sales Board to learn more about Sales Training Programs and Gaining Commitment at 1-800-232-3485.
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