Motive and Commitment

Motive and Commitment

  • 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 are and painting a clear picture of how your solution will resolve those needs, you create the perfect opportunity to ask for the business. Throughout the sale, you�re on stage, and buyers are continually evaluating your performance. But they�re communicating with your too, either verbally, physically, or emotionally. If you learn to recognize 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.