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Common Questions and Answers
What kind of a commitment do you get from your prospect at the end of your prospecting call? If you’re like most sales reps, the answer is, ah, none. Or, it’s an undefined, “Well, I’ll follow up with you next week…”
If this sounds familiar – or if you’re a manager and it sounds like your whole team! – then you’re not alone. You see, many sales reps haven’t been taught how to properly qualify prospects and they especially haven’t been taught how to ask for and get a commitment at the end of the first call. Most sales reps are just happy they were allowed to “get information out” to someone and don’t feel they want to push it or ruin it by asking for and getting clarity and commitment about what’s going to happen before the next call.
And that’s where Top 20% producers differ. You see, a top closer knows that any prospect who isn’t willing to make a commitment of either time, or of taking a specific action or agreeing to some other part of a sales process (sitting through a demo, etc.) means that they are dealing with shaky prospect. And think about it: if a prospect isn’t willing to commit to something now, what do you think your chances are of getting them to sit through a pitch and actually take action with you later?
“Because you’re probably as busy as I am, it’s best if we get on a calendar to make sure we can discuss this next week. I’ve got my calendar open in front of me, are you looking at yours?”
Then simply set a firm date and time to get back with them. Always send an email follow up confirming the time and asking them to email you if they have to change the appointment.
“OK, so let me make sure I have this right. Before our call next Tuesday you’ll have been able to spend some time with your marketing manager and get his buy in before our demo next week, right?”
“OK ________, here’s what I’ll do in the meantime. I’ll contact our delivery department and make sure we can ship to all of your locations for delivery at the same time. This will make installation easy as we can walk all your managers through this at the same time. That will help a lot, won’t it?”
This is an important step. Use this scripting here:
“_________, it sounds like this will be a great fit for you. Let me ask you, after you get through the demo, if you find this will work for you, what is the next step for you to get started with it?”
“Great _______, well I think I’ve covered everything. By the way, do you have any initial questions?” (Now bare in mind that I covered every detail of my proposal and qualified for interest, compatibility and budget up front).
“OK, then let me ask you a question: If after you get the material I’m sending you see it’s exactly what we just spoke about, and you can see this (making you money, working in your environment, meeting your needs – whatever is appropriate for your sale), what size participation do you see yourself starting with?”
The answer you get here will almost always be the same one you’re going to get after you get back to them and go through your presentation, so why not just get it now?
So there you have it – a variety of ways of getting a commitment at the end of your prospecting call. Work with these approaches and adapt them to your selling situation. I guarantee you that the better you get at asking for and getting a commitment, the more sales you’ll close.
About the author
Do you have an underperforming inside sales team? Talk to Mike to see how he can help you and your team reach your revenue goals. To learn more about Mike, visit his website: http://www.MrInsideSales.com