How to get commitments
I just did another training session with a bunch of great sales people in Voss yesterday. One focus during this session was customer commitment, often referred to as 'the advance'. Complex sales typically have longer sales cycles, and what mostly suffers is how the client is not challenged to help advance the sale from visit to visit. If only the sales person is committed, then no real progression is made and a lot of time is wasted. Eventually the case is lost.
Here's a summary on how we help someone commit - be it a client, a colleague, friend or family member:
- Never EVER enter a call without deciding beforehand what you want the person to do (both a maximum and an alternative minimum commitment).
- Make sure the challenge is something that requires specific action.
- Adjust your planned commitment if the conversation indicates you should.
- Always focus the initial effort on nurturing a Born Buying Desire (BBD) through passion.
- Are you convinced yourself?
- Is your message important to the other person? Why? How do you know?
- When positive vibes have become the main carrier of information exchange seek to establish Subjective Linkage (SL) through connection
- Can you get the other person one-on-one, then do so!
- Involve the other person in problem solving through the optimal dialog. Go for the Emotional Commitment (EC) when feelings are mutual.
- Help the other person commit to a deadline.
- Do not leave until you have received a firm commitment. If he or she will not commit, find out why?
The model in one of my previous blog posts illustrates how these steps are linked to our level of energy and sensitivity.
In short, here's a summary: Decide on a commitment, trigger a desire, connect and find out the agenda, make it emotional and end with a challenge. When we do it this way, we're affected positively ourselves also and both parties are happy. It becomes an uplifting experience that inspires action.
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