| Our recent research shows that nearly 80% of | | | | Newly hired salespeople at Melody Inc., a Muzak |
| salespeople do not understand what their primary | | | | Franchise, are required to make sales calls with |
| purpose is. Your principle mission is to Gain | | | | veteran salespeople. Toward the end of one |
| Commitment. The confusion stems from the | | | | recent call, the prospect asked the veteran if he |
| variety of tasks we as salespeople are asked to | | | | could keep the company brochure and share it |
| perform. The end result is that 62% of | | | | with his partner. The veteran was happy to |
| salespeople make calls where there is no attempt | | | | comply and began to pack up his briefcase. |
| at Gaining Commitment. | | | | The newly hired salesperson had recently been |
| One of the most important reasons why this | | | | trained on Action Selling and knew the value of |
| occurs is most salespeople do not establish what | | | | having a Commitment Objective. She decided that |
| we call a Commitment Objective for every sales | | | | it would make sense to capitalize on the |
| call. This is the number one mistake that all | | | | prospect's interest and schedule the next logical |
| salespeople make. Well, it's time to change that! | | | | step - a proposal meeting. So she said, "As a next |
| Commitment Objective: A goal we set for | | | | step I would recommend that we plan another |
| ourselves to gain agreement from the customer | | | | meeting with yourself and your partner. We will |
| that moves the sales process forward. | | | | prepare a proposal that documents what we |
| No sales call should ever be made without a | | | | have discussed and the solution we recommend. |
| Commitment Objective. If you do not have a | | | | How does that sound?" |
| Commitment Objective firmly planted in your | | | | You guessed it. They scheduled a proposal |
| mind, you will wind up being one of those 62% | | | | meeting for a week later. During the next |
| that don't Ask for Commitment. | | | | meeting they Gained Commitment for the |
| In The Field: | | | | business. |