FORTUNE 500 COMPANIES
IMPROVEMENT IN THE 5 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 QUESTIONING/LISTENING SKILLS IN FORTUNE 500 COMPANIES


- The Fortune 500 showed lower Pre-Sales Training scores in both Knowledge and Application. It appears that Fortune 500 had little or no prior training in how to effectively Gain Commitment.
- With an incredible improvement in Application, Fortune 500 salespeople showed that there was significant opportunity to improve their ability to Ask for Commitment.