In this workshop, participants learn how to leverage micro-commitments—a series of low-risk commitments—to advance pipeline opportunities, shorten sales cycles, avoid stalled deals, and increase closing ratios.
Course Details
Who and Why?
This workshop is designed for account executives, field sales reps, large account and enterprise sales professionals who operate in multi-step sales processes.
72% of all new sales opportunities stall in the middle stages of the sales process, primarily because sellers fail to gain clear next step commitments.
Delivery Modalities & Length
Virtual Instructor-Led (120 Minutes)
In-Person Instructor-Led (4 Hours)
E-Learning (60 Minutes)
Learning Outcomes
How to plan ideal advances & next steps (IANS).
Effective pre-call planning for targeted next steps.
How to test and qualify buyer engagement.
How to leverage the investment effect to improve win probability.
How to transition and ask for next steps.
How to build value-bridge messages that compel buyers to make micro-commitments.
