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3 Keys to Training Clients in Their Homes
When considering your options as a personal trainer, one of the very first things to decide is WHERE you are going to train your clients. The most obvious answer for most trainers is to get a job at a local fitness facility and train clients...
Chef Training: Your Ticket To Endless Possibilities
Let’s face it: cooking is not an easy thing. But then, it is not that complicated either. With the right stuff and the right training, you can head off boasting like a chef that knows its craft.
Hence, whenever somebody has taken good cooking...
How Puppy Training Can Help Your Business
As leaders we always want to improve the performance of our organization. To improve we must release the creativity in our employees, leaders must get involved in their employees’ work. Not everyone knows how to do this, but maybe it isn’t all that...
Media Training 101 -- the Secrets of Writing a Good Press Release
Does the thought of trying to get publicity for your business
seem like something that you can't do yourself, and would have
to hire a professional for? Do you think that writing a press
release is totally outside your ability to do? Does the...
MLM Success Training - Golden Rule For Prospecting Strangers
Copyright 2005 Richard Knight
Cruising around the MLM playground (Online MLM Forums), the
question of "How do you prospect strangers into your MLM
Business?" popped up. And I knew if this fellow Network Marketer
was struggling with this...
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The Sales Training Series: Gaining Commitment
Employers value salespeople based on their ability to Gain a Sales Commitment. Improving this sales skill has never been more important than it is today. So, what are you doing to get better?
Here are several ideas on how you can improve your sales effectiveness at gaining customer commitments.
Always Have a Commitment Objective!
Our recent research shows that nearly 80% of salespeople do not understand what their primary purpose is. Your principle mission in sales is to Gain Commitment. The confusion stems from the variety of tasks we as salespeople are asked to perform. The end result is that 62% of salespeople make calls where there is no attempt at Gaining Commitment.
One of the most important reasons why this occurs is most salespeople do not establish what we call a Commitment Objective for every sales call. This is the number one mistake that all salespeople make. Well, it's time to change that!
Commitment Objective: A goal we set for ourselves to gain agreement from the customer that moves the sales process forward.
No sales call should ever be made without a Commitment Objective. If you do not have a Commitment Objective firmly planted in your mind, you will wind up being one of those 62% that don't ask for Commitment.
In The Field:
Newly hired salespeople at Melody Inc., a Muzak Franchise, are required to make sales calls with veteran salespeople. Toward the end of one recent call, the prospect asked the veteran if he could keep the company brochure and share it with his partner. The veteran was happy to comply and began to pack up his briefcase.
The newly hired salesperson had
recently gone through Action Selling Sales Training and learned about the Commitment Objective sales skill. She decided that it would make sense to capitalize on the prospect's interest and schedule the next logical step - a proposal meeting. So she said, "As a next step I would recommend that we plan another meeting with yourself and your partner. We will prepare a proposal that documents what we have discussed and the solution we recommend. How does that sound?"
You guessed it. They scheduled a proposal meeting for a week later. During the next meeting they Gained Commitment for the business.
About the author:
Duane Sparks is chairman and founder of The Sales Board, a Minneapolis-based Sales Training Company that has trained and certified more than 200,000 salespeople in the system and skills of Action Selling. He has personally facilitated more than 300 Action Selling training sessions.
For more information: sales training programs, sales books or Action Selling, call 800-232-3485.
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