IMPROVEMENT IN 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 DISTRIBUTION INDUSTRY
- Both Knowledge and Application showed very similar gains to the Universe in the skill of Asking for Commitment.
- Sales performance improvement and training ROI was dramatic in the Distribution Industry based on the sizable improvement in Gaining Commitment skills.
Distribution salespeople responded very well to the training and achieved certification levels in all of the critical selling skills. Their ability to apply the skills was off the charts improved from 43% to 81%. Every skill showed significant gains. This is an industry filled with salespeople eager to make money.
Since the critical selling skills work together (each skill enhances the other), developing all of them simultaneously provides the salesperson with a systemic approach to sales situations. Continual sales performance improvement happens while long-term sales relationships are enhanced. The Distribution Industry is a clear example of the need to develop ALL of the 5 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).