Written By: Mike Brooks
If a prospect isn’t willing to commit to something now, what do you think your chances are of getting them to sit through a pitch and actually take action with you later?
What kind of a commitment do you get from your prospect at the end of your prospecting call?
If you’re like most sales reps, the answer is… none. Or, it’s an undefined, “Well, I’ll follow up with you next week.”
If this sounds familiar— or if you’re a manager and it sounds like your whole team — then you’re not alone.
You see, many sales reps haven’t been taught how to properly qualify prospects and they especially haven’t been taught how to ask for and get a commitment at the end of the first call.
Most sales reps are just happy they were allowed to get their message to someone. They don’t want to push it or ruin it by asking for clarity and a commitment about what’s going to happen before the next call.
And that’s where top performers stand apart.
You see, a top closer knows that any prospect who isn’t willing to make a commitment of either time, action, or an agreement to some other part of the sales process (sitting through a demo, etc.) is a shaky one.
And think about it: if a prospect isn’t willing to commit to something now, what do you think your chances are of getting them to sit through a pitch and actually take action with you later?
So here are five kinds of commitments you can ask for (along with scripting) that will help you further qualify your prospect and get the right kind of cooperation and buy-in at the beginning of the sales process.
You can ask for a commitment of time for the next call. This is crucially important as we all know how busy people are and how prospects can literally disappear, never to be heard from again. I always end my call with:
“Because you’re probably as busy as I am, it’s best if we get on a calendar to make sure we can discuss this next week. I’ve got my calendar open in front of me, are you looking at yours?”
Then simply set a firm date and time to get back with them. Always send an email follow-up confirming the time and asking them to email you if they have to change the appointment.
Get a commitment of what they are going to do before the next call. Give yourself some options here. Can you have your prospect look at a particular part of your proposal? Is there a section on your website they can commit to reading?
Can they commit to running this by their boss or marketing department before your next call? Think about your selling situation and come up with the most appropriate commitment of action and then say:
“OK, so let me make sure I have this right. Before our call next Tuesday, you’ll have been able to spend some time with your marketing manager and get his buy-in before our demo next week, right?”
Offer up a commitment of what you’re going to do (always make sure you get one of the two commitments above as well).
Think about your product or service and your prospect’s particular situation. Perhaps you can check on the adaptability of your products or on the licensing or fit within their department.
Try:“OK ________, here’s what I’ll do in the meantime. I’ll contact our delivery department and make sure we can ship to all of your locations for delivery at the same time. This will make installation easy as we can walk all your managers through this at the same time. That will help a lot, won’t it?”
Ask your prospect what the next step is if they like your product or service (again, make sure you get one of the first two commitments above as well). This is important for two reasons.
Try out this script when getting the next steps:
“_________, it sounds like this will be a great fit for you. Let me ask you, after you get through the demo, if you find this will work for you, what is the next step for you to get started with it?”
The best commitment of all: Asking for the deal if the prospect likes your material. I know, this takes real guts, but if you’ve done the proper job of qualifying up front, then this is actually the natural progression for your sales process. In fact, this is how I became a top performer in 90 days. I would always say (and still do, by the way):
“Great _______, well I think I’ve covered everything. By the way, do you have any initial questions?”
(Now bear in mind that I covered every detail of my proposal and qualified for interest, compatibility and budget up front).
“OK, then let me ask you a question: If after you get the material I’m sending, you see it’s exactly what we just spoke about, and you can see this (making you money, working in your environment, meeting your needs — whatever is appropriate for your sale), what participation do you see yourself starting with?”
The answer you get here will almost always be the same one you’re going to get after you get back to them and go through your presentation, so why not just get it now?
So there you have it— a variety of ways of getting a commitment at the end of your prospecting call. Work with these approaches and adapt them to your selling situation. The better you get at asking for and getting a commitment, the more sales you’ll close.
The Improvised Sales Intelligence™️ Book of Play gives you the tools, tactics, and techniques to become a more effective and agile communicator in spontaneous sales conversations. Download the FREE Book of Play here.
Mike Brooks is the founder of Mr. Inside Sales, a North Carolina based inside…
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