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The Sales Book by Graham Yemm

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Getting commitment

Objectives

  • To recognise when the prospect is indicating interest through giving ‘buying signals’
  • To know how to build commitment through trial closes
  • To confidently ask for the final commitment

Understanding

A number of sales people are reluctant to ask for the order, or close the sale. There are several possible reasons for this:

  • They do not want to be rejected.
  • They do not want to seem to be pushy.
  • They do not feel confident in doing so.
  • They do not know how to do it.

These are all understandable. No one likes to be told ‘no’, nor do they want the prospect feeling that they are being pressurised. Either of these concerns contributes to a lack of confidence and not knowing how to ask for an order would be another factor. ...

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