Comments on: Closing: The Ability to Ask For and Obtain Commitments http://thesalesblog.com/2010/02/closing-the-ability-to-ask-for-and-obtain-commitments/ Adventures in the New Art of Sales and Sales Management Thu, 29 Jul 2010 10:23:07 +0000 hourly 1 http://wordpress.org/?v=3.0 By: The End of the Sales Cycle is Too Late http://thesalesblog.com/2010/02/closing-the-ability-to-ask-for-and-obtain-commitments/comment-page-1/#comment-2824 The End of the Sales Cycle is Too Late Fri, 16 Jul 2010 02:11:48 +0000 http://thesalesblog.com/?p=2559#comment-2824 [...] of the reason that salespeople go without the information is because they don’t want to obtain and manage the commitments; it is making work for your dream client. But without the information you need to meet your dream [...] [...] of the reason that salespeople go without the information is because they don’t want to obtain and manage the commitments; it is making work for your dream client. But without the information you need to meet your dream [...]

]]> By: Does Being a Trusted Advisor Mean That You Don’t Sell? http://thesalesblog.com/2010/02/closing-the-ability-to-ask-for-and-obtain-commitments/comment-page-1/#comment-1450 Does Being a Trusted Advisor Mean That You Don’t Sell? Thu, 18 Mar 2010 17:27:23 +0000 http://thesalesblog.com/?p=2559#comment-1450 [...] Most importantly, being a trusted advisor doesn’t mean that you don’t sell or that you don’t ask for and obtain commitments. [...] [...] Most importantly, being a trusted advisor doesn’t mean that you don’t sell or that you don’t ask for and obtain commitments. [...]

]]> By: 4 Ways to Be a Better Closer4 Ways to Be a Better Closer http://thesalesblog.com/2010/02/closing-the-ability-to-ask-for-and-obtain-commitments/comment-page-1/#comment-1189 4 Ways to Be a Better Closer4 Ways to Be a Better Closer Wed, 03 Mar 2010 12:03:25 +0000 http://thesalesblog.com/?p=2559#comment-1189 [...] Closing is the art of gaining of commitment. Some commitment gaining occurs at the end of the sales cycle. But more often there are many smaller commitments that allow the sale to move forward. The industry has historically placed far too much emphasis on the closing event at the end of the sales cycle and far too little on the commitment gaining that occurs at and between all of the stages of the sales process (this is one of the reasons that it may sometimes feel like your sales process is broken). [...] [...] Closing is the art of gaining of commitment. Some commitment gaining occurs at the end of the sales cycle. But more often there are many smaller commitments that allow the sale to move forward. The industry has historically placed far too much emphasis on the closing event at the end of the sales cycle and far too little on the commitment gaining that occurs at and between all of the stages of the sales process (this is one of the reasons that it may sometimes feel like your sales process is broken). [...]

]]> By: Diagnose: The Desire to Understand http://thesalesblog.com/2010/02/closing-the-ability-to-ask-for-and-obtain-commitments/comment-page-1/#comment-938 Diagnose: The Desire to Understand Fri, 12 Feb 2010 04:01:58 +0000 http://thesalesblog.com/?p=2559#comment-938 [...] ability to diagnose follows the ability to close only because the ability to obtain the commitment to explore a future relationship precedes the [...] [...] ability to diagnose follows the ability to close only because the ability to obtain the commitment to explore a future relationship precedes the [...]

]]> By: Business Acumen: A General Understanding of Business Principles http://thesalesblog.com/2010/02/closing-the-ability-to-ask-for-and-obtain-commitments/comment-page-1/#comment-930 Business Acumen: A General Understanding of Business Principles Thu, 11 Feb 2010 04:09:05 +0000 http://thesalesblog.com/?p=2559#comment-930 [...] S. Anthony Iannarino on February 10, 2010 Business acumen doesn’t follow closing, differentiation, or prospecting, even thought it is fourth on the [...] [...] S. Anthony Iannarino on February 10, 2010 Business acumen doesn’t follow closing, differentiation, or prospecting, even thought it is fourth on the [...]

]]> By: Prospecting: The Ability to Open Relationships http://thesalesblog.com/2010/02/closing-the-ability-to-ask-for-and-obtain-commitments/comment-page-1/#comment-924 Prospecting: The Ability to Open Relationships Wed, 10 Feb 2010 02:14:41 +0000 http://thesalesblog.com/?p=2559#comment-924 [...] ability to prospect follows the ability to close, because it requires the ability to obtain the commitment to exploring the possibility of working [...] [...] ability to prospect follows the ability to close, because it requires the ability to obtain the commitment to exploring the possibility of working [...]

]]> By: Differentiate: The Ability to Stand Out In a Crowd http://thesalesblog.com/2010/02/closing-the-ability-to-ask-for-and-obtain-commitments/comment-page-1/#comment-918 Differentiate: The Ability to Stand Out In a Crowd Tue, 09 Feb 2010 02:55:40 +0000 http://thesalesblog.com/?p=2559#comment-918 [...] ability to differentiate follows closing because you need to be able to obtain commitments in order to have the opportunity to [...] [...] ability to differentiate follows closing because you need to be able to obtain commitments in order to have the opportunity to [...]

]]> By: Tweets that mention Closing: The Ability to Ask For and Obtain Commitments -- Topsy.com http://thesalesblog.com/2010/02/closing-the-ability-to-ask-for-and-obtain-commitments/comment-page-1/#comment-911 Tweets that mention Closing: The Ability to Ask For and Obtain Commitments -- Topsy.com Mon, 08 Feb 2010 03:21:45 +0000 http://thesalesblog.com/?p=2559#comment-911 [...] This post was mentioned on Twitter by S. Anthony Iannarino and Action Selling Gal, troywilson. troywilson said: RT @iannarino Closing: The Ability to Ask For and Obtain Commitments http://bit.ly/cI1zHv #sales [...] [...] This post was mentioned on Twitter by S. Anthony Iannarino and Action Selling Gal, troywilson. troywilson said: RT @iannarino Closing: The Ability to Ask For and Obtain Commitments http://bit.ly/cI1zHv #sales [...]

]]> By: uberVU - social comments http://thesalesblog.com/2010/02/closing-the-ability-to-ask-for-and-obtain-commitments/comment-page-1/#comment-910 uberVU - social comments Mon, 08 Feb 2010 03:18:37 +0000 http://thesalesblog.com/?p=2559#comment-910 <strong>Social comments and analytics for this post...</strong> This post was mentioned on Twitter by iannarino: Closing: The Ability to Ask For and Obtain Commitments http://bit.ly/d7lusx #sales #salestip #b2b... Social comments and analytics for this post…

This post was mentioned on Twitter by iannarino: Closing: The Ability to Ask For and Obtain Commitments http://bit.ly/d7lusx #sales #salestip #b2b…

]]> By: BizSugar.com http://thesalesblog.com/2010/02/closing-the-ability-to-ask-for-and-obtain-commitments/comment-page-1/#comment-909 BizSugar.com Mon, 08 Feb 2010 02:41:27 +0000 http://thesalesblog.com/?p=2559#comment-909 <strong>Closing: The Ability to Ask For and Obtain Commitments...</strong> Closing is the first skill or attribute a salesperson must possess. Not because they need to be able to close a deal, but because they need to obtain the commitment to open the possibility of working together, which is the first and most critical commi... Closing: The Ability to Ask For and Obtain Commitments…

Closing is the first skill or attribute a salesperson must possess. Not because they need to be able to close a deal, but because they need to obtain the commitment to open the possibility of working together, which is the first and most critical commi…

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