IMPROVEMENT IN CRITICAL SALES SKILL #5: GAINING COMMITMENT
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 CONSTRUCTION INDUSTRY
- Both pre and post Knowledge scores were similar to the Universe in the skill of Asking for Commitment. As a result, skill gains were similar.
- With 93% improvement in Application, Construction Industry salespeople showed that the inability to Ask for Commitment is correctable with training. This is a big win!
Salespeople responded very well to the training and achieved certification levels in all of the critical selling skills. Dramatic Application gains were made in Sales Call Planning, Presentation Skills and Gaining Commitment. Even though the overall gains in Application were 73%, they fell well below the Universe at 86%. The Construction Industry can benefit from more practice using these critical selling skills.
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).