Critical Selling Skill #5 Gaining Commitment
Move the Sales Process Forward
Gaining Commitment: FACT
62% of Salespeople Fail to Ask for Commitment. Since the principal mission of the salesperson is gaining commitment from customers, it appears that 62% of us are not doing our jobs.
Fail to earn the right to ask for commitment
The Salesperson’s ability to Gain Commitment is the reason why companies value the work that we do. It is uncanny that the selling skill that salespeople feel the weakest in is Gaining Commitment.
There are three reasons why salespeople don’t Ask for Commitment.
- They don’t plan for it. They fail to set a Commitment Objective. (Sales Call Planning)
- They miss Buying Signals that tell them when to ask.
- They don’t have a procedure for Gaining Commitment.