IMPROVEMENT IN THE CRITICAL SALES SKILL #5: GAINING COMMITMENT SKILLS
GAINING COMMITMENT is the ability to complete sales calls with a commitment that moves the sales process forward. The Application data shows that prior to training, 64% of sales calls end without the salesperson asking for a commitment. Since the ability to gain commitment is key criteria for hiring salespeople, it appears that nearly two-thirds of salespeople are not doing their job. Training remedied this with a whopping 120% improvement in salespeople Asking for Commitment.
REMARKABLE FINDINGS ABOUT GAINING COMMITMENT SKILLS IN THE AGRICULTURE INDUSTRY
- Knowledge scores showed very similar gains to the Universe in the skill of Asking for Commitment.
- Sales performance improvement and training ROI was dramatic in the Agriculture Industry based on the sizable improvement in Gaining Commitment skills.
Final Knowledge and Application scores were higher than the Universe. Overall skill gain was significant. Key skills that were enhanced included: Buyer/Seller Relationship, Sales call Planning, Presentation Skills and Gaining Commitment. Salespeople in Agriculture were hungry for sales training. They showed the highest level of sales skill improvement of any single industry.
Salespeople responded very well to the training and achieved high certification levels in all of the critical selling skills. Their ability to apply the skills was off the charts! Every skill showed significant gains. This is an industry filled with salespeople eager to learn.
About Duane Sparks
Duane Sparks is founder and chairman of The Sales Board, the authoritative source of practical and leading-edge information about the art and science of selling. He has created Action Selling sales training products and learning systems that transform sales organizations. Duane is author of these best-selling books: Action Selling, Selling Your Price, Questions (the Answer to Sales), Masters of Loyalty (How to turn your sales force into a loyalty force), and Sales Strategy from the Inside Out (How complex selling really works).
Discover how the best sales training process can make spectacular improvements in sales skills. Action Selling: How to Sell Like a Professional (Even If You Think You are One).