Thoughtful Thursdays – Confirming prospect commitment
Today’s thought about confirming prospect commitment speaks to subjects including sales process and shortening the sales cycle.
When I speak of prospect commitment I am referring to point in a sales cycle where you confirm that your prospect is interested in purchasing your product/service and is willing to do what is necessary to make it happen.
The faster you can get to this point in your sales process, the shorter the sales cycle will be. In my experience, the process of getting from interested to committed is where delays are common.
So how might one minimize the delays?
Confirm the commitment by suggesting that a plan of action be determined with responsibilities and timing. At this point you might find that the commitment is not as strong as you thought and a review of the situation may be in order to determine what needs to be done to get the commitment you are seeking.
It is then up to you to manage that schedule and work with your prospect to make sure it happens.
Wanting is not sufficient. If the willingness to do what is necessary does not exist, the sale is not likely to close.
Good selling,
Richard
Have a question about sales? Contact me and I will respond.
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