Today, we talk about commitments with your customers, prospects, and people you’re in the business of moving and helping them to change.
Here’s an undebatable fact:
Several salespeople are afraid of following up with their prospects and clients or they have deals that never go forward.
It turns out that there was never any clear commitment or accepting of that commitment from both sides. A friend of mine coined it as “mutual mystification” where the salesperson meets with the prospect and by the end of the meeting, nobody knows what’s going to happen next.
If you want to have a successful process, you have to have mutual agreement.
You heard that right. You have to give commitment in the same way that your clients/prospects give you their commitment. It’s a two-way street baby!
As a seller, your role is to help people make changes in their lives and the best way to do that is through education and offering value. There are commitments you need to give to gear them towards making that change.
By commitment, I mean giving them a clear outline of your next steps or action plan. A few examples:
- Find out what the next step is.
- Figure out how you can get them involved ASAP.
- Find out the budget and what they’re willing to invest in this particular product or service.
- Share a video with them during the initial meeting and follow it up with a calendar invite.
- Ask them to write down some questions that you can answer when you meet about their solution and how it affects their financial department.
Hungry for more examples? Download the 30 different commitments that you can offer to your prospects at the end of the meeting and learn why you need these commitments and how you can follow up with them.
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Remember that in every meeting you have, you want to give them some kind of commitment to get them to move. People change when they have things to change for. Give them a process. Help them. And your deals will move forward.
Most importantly, you need to give a FOLLOW UP.
One thing to keep in mind when following up:
Send them a calendar invite.
Do you have other ideas on the commitments that you share with your prospects to help them to change or move? Share them with us.
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