After arranging a sales meeting with a decision maker, we need to make sure the meeting will go well and we come away with solid customer commitment to proceed. If you or your sales team have plenty of meetings but next steps are missing, read on.
A successful salesperson must gain customer commitment in order to close a sale. Customer commitment is the willingness of a customer to commit to a purchase. It is an essential skill for salespeople to master in order to effectively close a sale. The following are some reasons why sales people should gain customer commitment.
First, customer commitment leads to higher sales. When customers are committed to a purchase, they are more likely to follow through with it. This leads to higher sales for the salesperson, as well as the company. Additionally, customers who are committed to a purchase are more likely to be satisfied with their purchase, leading to higher customer satisfaction and loyalty.
Second, customer commitment leads to more repeat business. When customers are committed to a purchase, they are more likely to come back in the future and make additional purchases. This is beneficial for salespeople, as they can build a relationship with the customer and increase their sales volume.
Third, customer commitment leads to better customer service. When customers are committed to a purchase, they are more likely to take the time to ask questions and ensure they are getting the right product for their needs. This allows the salesperson to provide better customer service and build a relationship with the customer.
Finally, customer commitment leads to better sales performance. When customers are committed to a purchase, they are more likely to provide feedback and support the salesperson’s efforts. This leads to better sales performance, as the salesperson can use the feedback to improve their sales techniques and better meet the customer’s needs.
In conclusion, salespeople should gain customer commitment in order to close a sale. Customer commitment leads to higher sales, more repeat business, better customer service, and better sales performance. It is an essential skill for salespeople to master in order to be successful.
How are 5 tactical examples to gain customer commitment:
1) Agree an agenda before the meeting starts.
A sales meeting is much more effective if all parties know what the meeting is about and what the outcomes will be.This creates commitment. Building the agenda as a joint effort is more successful than a one sided one.
2) Exchange business cards at the start of the meeting.
Business cards are a valuable source of information including contact details, job title and company. This exchange is a form of committing to potential cooperation. When there is no business card or the meeting is not face to face, setting the scene by mutual introductions will also help to establish commitment.
3) Recap the customer’s needs before you present your product of solution.
By re-stating customer needs, we focus the meeting on what matters most: providing a suitable solution to address the customer’s issues. Re-capping increases the customer’s commitment level to act. This can be done during or after the meeting.
4) Agree clear joint actions at the end of the meeting.
Sales meetings result in actions for both parties. Making these actions explicit will keep the momentum and cement commitment. Done well is includes who is going to do what by when.
5) Follow through with an email soon after the meeting.
We are all busy, so a simple reminder to your customer of what was agreed and what is next, makes perfect sense. Not only does this encourage action and commitment, it is professional too.
Need help with commitment?
Selling is about understanding customer’s issues, gaining commitment to action and presenting a brilliant solution. If you want to learn more about to get your team to top performance, feel free to contact me for a chat.
