Sales Effectiveness – Gift #5

Sales Effectiveness – Gift #5

Kormac Insights

February 1, 2021

Sales Effectiveness – Gift #5

Securing Commitment

Fifth in our series of sales effectiveness tips is Securing Commitment. After demonstrating value comes earning the client’s wholehearted commitment. Why wholehearted? Because lasting success requires their engagement and advocacy, especially if their decision may face internal resistance.

Related Insights

Sales Gift #1

Sales Effectiveness Sales Gift #1: Start by Listening - stop pushing - respond to client needs - build the relationship - foster meaningful connection

Sales Gift #3

Sales Effectiveness Sales Gift #3: Qualify the Need - confirm urgency - define, articulate, and quantify - establish scope, size, and range - understand decision process and culture

Sales Gift #2

Sales Effectiveness Sales Gift #2: Establish Credibility - arrive early and prepared - listen and question with empathy - be brief, direct, candid, and clear - handle objections with grace - know your limits - respect their schedule - prioritize the relationship

Sales Gift #4

Sales Effectiveness Sales Gift #4: Prove Your Mettle A clear, compelling value proposition starts with: - solutions effective in similar circumstances - case studies and examples of relevant work - subject matter experts with first-hand experience and insights - customized approach to addressing the need - client testimonials and endorsements - industry research and analysis