Tag: Commitment

The real close when you make a complex sale doesn’t occur when your prospect signs the contract and through all your effort becomes a client. The real commitment you need to gain only starts when your dream client signed your contract. The real…

You are making selling harder than it has to be.

When you leave a sales interaction with your dream client without a firm commitment that moves the opportunity forward, you are reducing your chances of gaining that commitment, and you are…

1. Time: The very first commitment you need from your dream client is the commitment of their time. Without gaining the commitment of time, you can’t create an opportunity. This is why prospecting is the critical activity for sales…

Sales processes provide a road-map to guide the salesperson from one stage of the sale to the next, obtaining the outcomes necessary to improve their odds of winning the deal.

The stages of most sales processes include things like ensuring that…

1. Be Action-Oriented

Caring is the desire to achieve a positive outcome for someone else. In sales, that someone is your prospect or clients.

This is not a touchy-feely, emotional kind of caring (although we often have deep relationships with…

To be effective in sales requires many and varied skill sets and attributes, all of which are essential. But only one of these attributes is the foundation for all others. Only one is the master key to sales effectiveness. This attribute stand…

"I don't want to come across as selling."

"I don't want to be perceived as being a salesperson."

"I don't want to sound sales-y."

These three comments trouble me. Deeply. They are all real, and I encountered all of them in the last week. They…