Motive and Commitment
Throughout the sale, you’re on stage and buyers are continually evaluating your performance. But they’re communicating with you too, verbally, physically or emotionally. If you learn to recognise responses early, as either objections that need to be addressed or buying signals urging you to ask for a commitment, you will pave the way for a comfortable and seamless close.
As you near the end of the sales cycle, it becomes important to create a sense of urgency for the buyer so you can find a natural way to ask for the commitment. By demonstrating what the buyer needs and painting a clear picture of how your solution will resolve those needs, you create the perfect opportunity to ask for the business. You ask for commitments through the sales process, and then close using one of six proven options.
This course teaches that an over-emphasis on closing can lead to strained buyer relationships. Don’t try to fit a square peg into a round hole. In today’s competitive marketplace, successful sales people know that to gain trust and earn repeat business, they shouldn’t try to manipulate buyers into commitments they might later regret.