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