The document discusses the importance of obtaining commitment at the end of inside sales calls to advance the sales process. It highlights common pitfalls that prevent sellers from asking for commitment, such as fear of rejection and lack of preparation. The text provides strategies for effectively asking for commitments linking them to the prospect's feedback and setting clear next steps to ensure mutual agreement.

1. Inside Sales Series
How to get a commitment at set up the next step at the end
of an inside sales call.

2. David Malone
Trainer| Speaker | Consultant
www.evolve.ie

3. Riddle me this?
What does a politician give at the drop of
a hat ........ but often fail to deliver upon
at a later stage? ..................

4. A woman often fails to get from her
‘boyfriend’ of 20 plus years?...........

5. And an inside seller forgets to get from a prospect at
the end of a telephone meeting? ..........

6. The answer:
COMMITMENT!

7. Successful sellers understand that every inside sales
conversation with a sales prospect must conclude by
obtaining a commitment that moves the sales cycle
forward. to the next step

8. I know that already!
So why doesn't every inside seller ask for a
commitment at the end of the call?

9. Sometimes it’s fear of being rejected
- often caused by…
• Lack of focus on prospect’s priorities during conversation.
• Resulting in no feedback from the prospect.
• With the seller then avoiding asking for commitment.
• Instead proposing to send a generic next step that the
prospect hasn’t asked for or agreed with.

10. For Example: “So Gerry, that’s what the
new next offering looks like. I am going to
mail a presentation to you now. I will touch
base with you in two weeks to see how you
are getting on with it”
‘That sounds
okay’. – says the
prospect
But often what follows is
a)The prospect is not available for next call.
b)The prospect hasn't done anything with the presentation you forwarded.
c)The next call ends being a re-run of the previous one.

11. And Sometimes there is no commitment …..
…. BECAUSE THESELLER HAS NOT PLANNED THEIR DESIRED
CALL OUTCOMES IN ADVANCE ……..…… AND JUST END UP IN
THE WRONG PLACE!

12. So here are some ideas to help you get
mutually agreed commitments at the end
of your call

13. Get your call strategy right!
Nobody should be allowed off your call
unless you know what will happen next

14. Nobody gets literature or documentation unless you know
what they will next do as a result of receiving it

15. Always ask for a commitment to move
the call forward to the next step
You miss 100% of the shots you don't take
– W, Gretzky

16. Remember
Once the prospect hangs up
you have lost your opportunity
to directly influence their
thinking

17. What does good commitment look like?
They verbally commit!
• To move to the next stage
• That your company option is the one the want to
move forward with
• What they steps they will complete between now
and next call
• Who else they need to influence / get involved
between now and the next call
• What you can expect from them on the next call

18. How to ask for
commitment

19. Tip 1: Link it to the prospect’s
feedback
“Based on what you are
saying, it sounds like the
next logical step will be to
get a demo in your office
before month end . What
do you think?’

20. Contingent Commitment
“So what you are saying is
that you like the concept and
price in principle but you
need to see it in writing. So
yes I will be delighted to
send you on a high level
outline in writing. Can I ask
if the document is to your
liking what will happen
then?”

21. Moving higher in the decision
making unit
“Great John, before our call
next Tuesday you’ll have
spoken with your Finance
Director. What will you be
recommending to her?”

22. Key points remember
• Commitments need to be direct and explicit
• You are entitled to ask for one so you should
• Always link it to prospects priorities
• Assign homework between now and next meeting
• Never send documentation without getting contingent
commitments in advance of sending them
• Plan your desired call outcomes
• Focus on movement of every call to its furthest point

23. “A person’s greatness lies in their ability to
challenge their own thinking”
www.evolve.ie
davemalonesalescoach