THE SALES PROCESS: Step Three GAINING COMMITMENT
October 26, 2018 11:34am
By Jana Love
As we wrap up the third step in the Sales Process Series, your number one goal in sales is to gain commitment from the customer. However, The Sales Board wrote a blog on the research they found stating that, "...salespeople need dramatic improvement in achieving Sales Objectives and Gaining Commitment at each milestone of the sale." Their statistics show that 62% of salespeople fail to ask for commitment. That is a lot of potential sales heading out your door.
Gaining commitment is an important element of selling. It consists of closing (checking in) at each step and making conclusions about where your customer is in the sales process. This should be thought of as a natural conclusion to a well-orchestrated sales call. You may not close the business each time you interact with the customer, but you will make conclusions every time, which will provide you with an appropriate response to the customer. Follow these steps when concluding:
This series has given you the blueprint of the sales process, The Opening, Advancing the Sale, and now, Gaining Commitment. Please see previous articles in this series to review and practice each element of the process. Don't be part of the 62% who do not ask for the commitment! When you master Steps One and Two, asking for the business comes naturally. Good luck and remember that we are always here to support your sales efforts.
ProSolutions is a consulting firm focusing on the hospitality industry dedicated to improving the customer experience by helping companies be the best they can be with exceptional customer service and sales processes, all supported by smart pricing.
The company’s solutions center around three areas: mystery shopping (featuring actionable recommendations with every evaluation), competitor pricing analysis (target pricing opportunities by seeing your pricing compared to your competitors), and training & certification (in-person and/or computer-based training customized to your team and needs).
For more information, please visit www.prosolutions.net.
Contact: Jana Love
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