Getting commitment at the end of the inside sales call
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Transcript of Getting commitment at the end of the inside sales call
Inside Sales Series
How to get a commitment at set up the next step at the end of an inside sales call.
David MaloneTrainer| Speaker | Consultant
www.evolve.ie
Riddle me this?
What does a politician give at the drop of What does a politician give at the drop of a hat ........ but often fail to deliver upon
at a later stage? ..................
A woman often fails to get from her
‘boyfriend’ of 20 plus years?...........
And an inside seller forgets to get from a prospect at
the end of a telephone meeting? ..........
The answer:The answer:The answer:The answer:
COMMITMENT!COMMITMENT!COMMITMENT!COMMITMENT!
Successful sellers understand that every inside sales conversation with a sales prospect must conclude by conversation with a sales prospect must conclude by obtaining a commitment that moves the sales cycle
forward. to the next step
I know that already!
So why doesn't every inside seller ask for a So why doesn't every inside seller ask for a So why doesn't every inside seller ask for a So why doesn't every inside seller ask for a commitment at the end of the call?commitment at the end of the call?commitment at the end of the call?commitment at the end of the call?
• Lack of focus on prospect’s priorities during conversation.
SometimesSometimesSometimesSometimes it’s fear of being rejected it’s fear of being rejected it’s fear of being rejected it’s fear of being rejected - often caused by…
• Resulting in no feedback from the prospect.
• With the seller then avoiding asking for commitment.
• Instead proposing to send a generic next step that the
prospect hasn’t asked for or agreed with.
For Example: “So Gerry, that’s what the new next offering looks like. I am going to
mail a presentation to you now. I will touch base with you in two weeks to see how you are getting on with it”
‘That sounds
okay’. – says the
But often what follows is
a)The prospect is not available for next call.
b)The prospect hasn't done anything with the presentation you forwarded.
c)The next call ends being a re-run of the previous one.
okay’. – says the
prospect
And Sometimes there is no commitment …..And Sometimes there is no commitment …..And Sometimes there is no commitment …..And Sometimes there is no commitment …..
…. …. …. …. BECAUSE THE SELLER HAS NOT PLANNED THEIR DESIRED BECAUSE THE SELLER HAS NOT PLANNED THEIR DESIRED BECAUSE THE SELLER HAS NOT PLANNED THEIR DESIRED BECAUSE THE SELLER HAS NOT PLANNED THEIR DESIRED
CALL OUTCOMES IN ADVANCE ……..…… AND JUST END UP IN CALL OUTCOMES IN ADVANCE ……..…… AND JUST END UP IN CALL OUTCOMES IN ADVANCE ……..…… AND JUST END UP IN CALL OUTCOMES IN ADVANCE ……..…… AND JUST END UP IN
THE WRONG PLACE!THE WRONG PLACE!THE WRONG PLACE!THE WRONG PLACE!
So here are some ideas to help you get mutually agreed commitments at the end of your call
Get your call strategy right!
Nobody should be allowed off your call unless you know what will happen next
Nobody gets literature or documentation unless you know
what they will next do as a result of receiving it
Always ask for a commitment to move
the call forward to the next step
You miss 100% of the shots you don't take – W, Gretzky
Remember
Once the prospect hangs up Once the prospect hangs up you have lost your opportunity to directly influence their thinking
What does good commitment look like?
They verbally commit!
• To move to the next stage
• That your company option is the one the want to
move forward with
• What they steps they will complete between now
and next call
• Who else they need to influence / get involved
between now and the next call
• What you can expect from them on the next call
How to ask for How to ask for
commitment
“Based on what you are
saying, it sounds like the
next logical step will be to
Tip 1: Link it to the prospect’s feedback
next logical step will be to
get a demo in your office
before month end . What do you think?’
“So what you are saying is that you like the concept and
price in principle but you
need to see it in writing. So
yes I will be delighted to
Contingent Commitment
yes I will be delighted to
send you on a high level
outline in writing. Can I ask
if the document is to your
liking what will happen then?”
“Great John, before our call
next Tuesday you’ll have
spoken with your Finance
Moving higher in the decision making unit
spoken with your Finance
Director. What will you be recommending to her?”
Key points remember
• Commitments need to be direct and explicit
• You are entitled to ask for one so you should
• Always link it to prospects priorities
• Assign homework between now and next meeting
• Never send documentation without getting contingent • Never send documentation without getting contingent
commitments in advance of sending them
• Plan your desired call outcomes
• Focus on movement of every call to its furthest point
“A person’s greatness lies in their ability to “A person’s greatness lies in their ability to “A person’s greatness lies in their ability to “A person’s greatness lies in their ability to challenge their own thinking”challenge their own thinking”challenge their own thinking”challenge their own thinking”
www.evolve.ie
davemalonesalescoach