Commitment as a Key to Closing Business

Ever been told it’s not you, it’s me? Host Kevin Gaither talks to Craig James, founder of Sales Solutions, about why our sales prospects won’t commit and what we can ask for to ensure our prospects are engaged. In our mission to give you tips, tactics, and techniques that you can put into action right now, we talk about the benefits of gaining commitment from prospects and exactly how to develop commitment over the length of the sale rather than just at the end. 00:00 Cold Open 00:45 Craig’s nightmare sales situation 02:15 Craig’s sales experience 04:30 Why is it important to gain commitment from your prospects? 05:45 Craig explains what kind of commitments we can ask of prospects 06:30 Asking for introductions as a commitment ask from a prospect 07:00 Talking about the benefits of thinking commitment 08:30 Commitment gets you a higher quality pipeline 09:30 Why do prospects have a hard time making a commitment? 11:15 What do we do as sales professionals to focus on gaining commitment from prospects? 13:15 How does this approach apply to strategic selling? 14:45 The power of walking away 15:15 How many touches until I walk away from a qualified lead? 16:45 Would you ever reach out above your contact’s head after a lull in communication? 17:45 Is 6-8 calls too much? 19:15 It’s okay to kick a lead out of your pipeline! 20:15 What can we do to make it easy for prospects to commit? 21:45 Early commitment can provide transparency to objections late in the game 22:45 Asking …
Video Rating: 5 / 5

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