Comments on: Closing the Sale http://www.davekahle.com/salesblog/index.php/business-to-business-sales/closing-the-sale/ Helping the sales profession improve their effectiveness and enhance their lives Fri, 03 Sep 2010 13:24:02 -0400 http://wordpress.org/?v=2.8.4 hourly 1 By: Sales Training Technique http://www.davekahle.com/salesblog/index.php/business-to-business-sales/closing-the-sale/comment-page-1/#comment-6484 Sales Training Technique Wed, 14 Jul 2010 15:06:20 +0000 http://www.davekahle.com/salesblog/?p=375#comment-6484 Here's a tip on helping you "close". Our recent research shows that nearly 80% of salespeople do not understand what their primary purpose is. Your principle mission in sales is to Gain Commitment. The confusion stems from the variety of tasks we as salespeople are asked to perform. The end result is that 62% of salespeople make calls where there is no attempt at Gaining Commitment. One of the most important reasons why this occurs is most salespeople do not establish what we call a Commitment Objective for every sales call. This is the number one mistake that all salespeople make. Well, it's time to change that! Commitment Objective: A goal we set for ourselves to gain agreement from the customer that moves the sales process forward. No sales call should ever be made without a Commitment Objective. If you do not have a Commitment Objective firmly planted in your mind, you will wind up being one of those 62% that don't ask for Commitment. To Your Success Here’s a tip on helping you “close”.

Our recent research shows that nearly 80% of salespeople do not understand what their primary purpose is. Your principle mission in sales is to Gain Commitment. The confusion stems from the variety of tasks we as salespeople are asked to perform. The end result is that 62% of salespeople make calls where there is no attempt at Gaining Commitment.

One of the most important reasons why this occurs is most salespeople do not establish what we call a Commitment Objective for every sales call. This is the number one mistake that all salespeople make. Well, it’s time to change that!

Commitment Objective: A goal we set for ourselves to gain agreement from the customer that moves the sales process forward.

No sales call should ever be made without a Commitment Objective. If you do not have a Commitment Objective firmly planted in your mind, you will wind up being one of those 62% that don’t ask for Commitment.

To Your Success

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