Northbound » Gaining Commitments To Action

Objective:

To teach participants an arsenal of techniques for gaining commitment from a prospect/customer to advance the sale. This will include closing the sale, but will also focus on closing the “little sales” necessary to eventually get the order.

Anticipated Outcomes/Benefits:

To increase the ratio of closes to sales interviews for participants. To allow the sales and customer service person to get commitments faster from prospects and customers to make more sales. Participants will learn that asking for little commitments from the client or prospect will allow him/her to ask for the order when the time is right.

Overview:

A person who cannot gain commitments to action may be great at making conversation, but he or she is not a sales or customer service person. Gaining commitments to action requires the customer service or salesperson to make many little closes along the way. These are called customer commitments and are a strong indication that the customer is interested in the solution being offered by company.

Participants will learn types of closes, and when and how to close. This module will also deal with low pressure vs. high pressure closing styles and will stress what to say and when to close a sale. The module will deal with how to handle objections during the close and will teach salespeople how to reduce tension when asking for the order.

Teaching Method:

This module will involve facilitator discussion of different types of closes. Buying signals and trail closes will be examined in detail. The facilitator will teach participants how to recognize when the prospect is sending a buying signal and how to best deal with this. The facilitator will also discuss how to recognize a danger signal and what to do to successfully deal with it.

Participants will learn different techniques to gain commitments to action from their prospect, and the best time to ask a closing question to get the order. This module will allow customer service or sales people to practice different types of closes for different personality types and to understand which approach is more comfortable to the prospect.

Participants will learn how to handle objections during the close. There will be several practice exercises, and three (3) interactive role-plays.