Incremental Commitment
The level of commitment at the beginning of the sales process with a new client/customer is usually
Modest
If you want commitment you have to do what
Ask for it
What is the personal feeling a customer may have that results in his/her believing "I am losing"
What is a signal of a basic issue
1 any of these are right: hesitation, questioning attitude, repeated objections, argument, passive resistance
What is the cost of the average sales call today
$1,000
If you commit your time to a customer/client and it is not reciprocated you are setting yourself up for what in this type of relationship
a losing situation
What is one purpose of a commitment question
could be any of the three: move toward closure, determine where you are in the sale, obtain customer's agreement to take action to move the sale forward
T/F: Basic issue and objections are the same thing
False
What is a signal of basic issue (Can't be a repeat)
Hesitation, questioning attitude, repeated objections, argument, passive resistance. Any of these work
Many large organizations are moving towards what types of less expensive selling methods
800 lines and web based marketing
What type of commitment should sales people strive for after every sales call
Incremental Commitment
When should the commitment question be asked
before the end of the sales call to ensure the customer will take action. alt answer: to learn what remains to be done.
What is the visible effect of dissatisfaction to an underlying issue
As you go down the list of basic issue signals what happens?
the probability of a good sale decreases
Action commitment
You are setting yourself up for what if you don't ask for a certain level of commitment
setting yourself up to lose
T/F: I can ask a commitment question at the middle of the sales call
True, if you find it appropriate then it can be asked if you need to check on the current position of the selling process
T/F: Basic issue is the hidden cause of dissatisfaction
True
What is one purpose of basic issue questions?
Any of these: uncover why the sale is not moving forward, discover unidentified issues, learn how a customer may lose
Customers must know that if they are doing business with you there is no what...
What is Limbo Sales
sales where you’re never quite sure, from one sales call to the next, how close you are to getting, whether the customer is “giving you the business.”
T/F: Moving the sale closer to a win-win commitment is through a series of graduated steps
True!
Can you overcome a basic issue a client/customer may have as a salesperson
No
Any of these work: after a no response to commitment question, as a final test to ensure customer commitment, when signals arise.
Give an example of incremental commitment
Any answer works if they give a scenario that fits this type of commitment