Getting commitment at the end of the inside sales call
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The document discusses the importance of obtaining commitment at the end of inside sales calls to advance the sales process. It highlights common pitfalls that prevent sellers from asking for commitment, such as fear of rejection and lack of preparation. The text provides strategies for effectively asking for commitments linking them to the prospect's feedback and setting clear next steps to ensure mutual agreement.
Getting commitment at the end of the inside sales call
- 1. Inside Sales Series How to get a commitment at set up the next step at the end of an inside sales call.
- 2. David Malone Trainer| Speaker | Consultant www.evolve.ie
- 3. Riddle me this? What does a politician give at the drop of a hat ........ but often fail to deliver upon at a later stage? ..................
- 4. A woman often fails to get from her ‘boyfriend’ of 20 plus years?...........
- 5. And an inside seller forgets to get from a prospect at the end of a telephone meeting? ..........
- 7. Successful sellers understand that every inside sales conversation with a sales prospect must conclude by obtaining a commitment that moves the sales cycle forward. to the next step
- 8. I know that already! So why doesn't every inside seller ask for a commitment at the end of the call?
- 9. Sometimes it’s fear of being rejected - often caused by… • Lack of focus on prospect’s priorities during conversation. • 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.
- 10. 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 prospect 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.
- 11. And Sometimes there is no commitment ….. …. BECAUSE THESELLER HAS NOT PLANNED THEIR DESIRED CALL OUTCOMES IN ADVANCE ……..…… AND JUST END UP IN THE WRONG PLACE!
- 12. So here are some ideas to help you get mutually agreed commitments at the end of your call
- 13. Get your call strategy right! Nobody should be allowed off your call unless you know what will happen next
- 14. Nobody gets literature or documentation unless you know what they will next do as a result of receiving it
- 15. 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
- 16. Remember Once the prospect hangs up you have lost your opportunity to directly influence their thinking
- 17. 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
- 18. How to ask for commitment
- 19. Tip 1: Link it to the prospect’s feedback “Based on what you are saying, it sounds like the next logical step will be to get a demo in your office before month end . What do you think?’
- 20. Contingent Commitment “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 send you on a high level outline in writing. Can I ask if the document is to your liking what will happen then?”
- 21. Moving higher in the decision making unit “Great John, before our call next Tuesday you’ll have spoken with your Finance Director. What will you be recommending to her?”
- 22. 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 commitments in advance of sending them • Plan your desired call outcomes • Focus on movement of every call to its furthest point
- 23. “A person’s greatness lies in their ability to challenge their own thinking” www.evolve.ie davemalonesalescoach