You executed your sales process. Asked great questions. They had compelling reasons to buy but you didn’t get the order. Could it be you are making the big mistake of not really getting their commitment?
Do you get a lot of "we need to think it over” and get back to you?
Here is a test. When you present do you find yourself saying:
“I’m pretty sure they are going to do this”
“They really liked our presentation”
“They are getting back to us next week”
Well if you answered yes to any of these you may be losing opportunities because you are not getting commitment.
When you fail to get commitment you lose control of the sales process causing you to present when it’s not appropriate and miss out on real opportunities. The other problem is you continue to work on something that isn’t qualified.
Perhaps you were taught that the time to ask for commitment is just prior to presentation, it might be too late.
Let’s look at the when and why of getting commitment.
The when –
- At the first meeting. Make sure they have a problem they are committed to fix.
- At all subsequent meetings. Always be asking, "what's changed since our last meeting?.
- Prior to making your presentation. Confirm that NOTHING has changed.
- After they have said YES, avoid buyers remorse and back-outs.
The Why –
- Provides clarity. Everyone knows what is supposed to happen next.
- Creates urgency. If they have a "got to fix" problem" it keeps things moving.
- Helps you identify questions, stalls and objections prior to presentation.
- You will get better at disqualifying sooner.
- Keeps you in control of the sales process.
Want to close 100% of your qualified opportunities? Become masterful at getting commitment, early and often.
