Commitment

Defining a “yes” can instantly become a “no” in the first ten minutes of a sales call- especially if you are not being specific as to what a “yes” means. In order to get specific, you need to be asking yourself a few questions

Have you ever heard a prospect say, “Well, Frank based on what you’re telling me so far, this all looks good and I do not see why you may not get this order and everything will work out.” An amateur salesperson might go back to their office thinking that this one is ‘in the bag’, when in fact they have nothing but a lot of smoke. This miscommunication can leave both the prospect and the salesperson wondering where they both stand.

You’ve got nothing to lose, and everything to gain, by establishing an up-front contract with your prospect!