| Warren Wechsler, bestselling author and national sales and motivational speaker, provides many valuable resources free of charge to sales trainers and sales managers. Some restrictions apply to the use and distribution of this information. For more valuable materials, visit Warren's web site www.totalselling.com. All materials and content © Warren Wechsler, 2001 – All rights reserved. |
Background
The toughest part of being a professional sales person is learning and mastering the two rules in asking for commitments. They are:
The reason that this is so important is not because "the first person that talks loses." The reason that this skill is so important is that we need to prove to ourselves that we are transitioning from presenting our products, services and solutions to asking people to make decisions. It’s not manipulation. It’s not high pressure. It’s a natural conclusion to a discussion or sales call. We ask ourselves "What’s next?" to move this process forward and the obligating question becomes evident to us.
Skills needed
Examples of obligating questions in all steps of sales process. Examples are:
"Who else, in addition to you, gets involved in deciding where you buy your ________?"
"When can we get together to meet?"
"Would you like a full truck load on Tuesday?"
"Have we earned the right to your business?"
"Can we compete for your business in the area of ___________?"
"Who else do you know who would benefit from our type of product and service
that you have come to rely on us for?"
Action
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| Warren Wechsler, bestselling author and national sales and motivational speaker, provides many valuable resources free of charge to sales trainers and sales managers. Visit Warren's web site www.totalselling.com Also, listen to Warren's weekly radio broadcast Wednesday's at 4:05 - 5:00 pm Central time, on KMCD-AM 1570AM. Shows are broadcast live on the internet at http://www.warpradio.com/asx/KMCD-AM.asx |