8 Sales Skills to Improve On
Sales Skill #6: Gaining Commitments Instead of Closing
Eliminate "Closing Cheese" from Your Vocabulary. You know what I am talking about: "Would you like that in gray or in black?" or "If I can show you how this will help you will you buy
today?". Lines like these are why salespeople are down on the bottom of society's respect list somewhere near lawyers.
Learn the power of asking for incremental commitments from the beginning of your sales cycle. It is not an easy shift to make. First you got to get the prospect to show you what they most want (Hint: refer back to #2). Then you can negotiate incremental commitments in return for more of your time, information or resources.
KEY TIP: Practice asking for simple commitments once someone has expressed a clear want, pain, or desire.
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