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 huge improvement in salespeople Asking for Commitment.
REMARKABLE FINDINGS ABOUT GAINING COMMITMENT SKILLS IN THE HEALTHCARE INDUSTRY
- Correction noted with training. Large improvement in Healthcare salespeople’s ability to Ask for Commitment.
- Sales performance improvement was dramatic in the Healthcare Industry based on the sizable improvement in Gaining Commitment skills.
The Healthcare Industry started with selling skills that were generally above the Universe. It appeared that Healthcare salespeople were receiving some level of sales skills training prior to this training initiative. Final Knowledge and Application scores were on a par with the Universe. Since the Healthcare Industry started with higher pre-sales training scores, their gains were somewhat less than the Universe.
Salespeople responded very well to the training and achieved certification levels in 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 eager learners.
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).