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 TECHNOLOGY INDUSTRY
- Knowledge scores were exactly the same as the Universe in the skill of Asking for Commitment.
- With dramatic improvement in Application, the Technology Industry salespeople showed that the inability to Ask for Commitment is clearly correctable with training. A whopping 120% improvement in the Application of Gaining Commitment skills occurred.
Even though the Technology Industry underperformed the Universe by 2 points in Knowledge gain and 8 points in the Application of the Knowledge the overall improvement of 76% skill gain is remarkable.
Key skills that achieved dramatic improvement include Sales Call Planning (112%), Presentation Skills (102%) and Gaining Commitment (120%). Training professionals in any industry definitely earn their keep with results like this.
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).