Test it YourselfAfter being introduced to the concept of Commitment Objectives in sales training, veteran Becky wasn’t convinced that a C. O. would actually make a difference in the outcome of her calls. “So the week after she left the sales training program, she ran her own experiment,” Love says. “On Monday and Tuesday, Becky set about her sales calls with classic call objectives: follow up on this, find out about that. On Wednesday and Thursday she developed Commitment Objectives for her calls; for instance, one C.O. was to gain agreement from veterinarians to dispense our Vectra product as the No. 1 treatment for flea and tick control.” Love says that when Becky called her on Friday for some follow-up sales coaching, “she opened with the line, ‘Well, I’ve been schooled.’ Becky went on to say that she could not believe the difference in the outcomes of her sales calls. They felt more organized; she felt more confident moving through the sale; she knew what she really wanted to accomplish, so she was better able to prepare a strategy to get there; and she won more business. “It was really fun to hear a veteran who thought she already had great sales skills get so excited about learning a new selling process,” Love concludes. “Becky is a true believer in Commitment Objectives.” For information about how to improve sales skills and make sales training pay huge dividends, contact Action Selling at (800) 232-3485.
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).