In this episode of Aligned Sean and guest Donald Kelly, The Sales Evangelist continue their discussion on how important getting the private commitment is before you can get the public commitment to move your deal forward. Obtaining both private and public commitment will take you on the path to close your deals.
Being strategic in obtaining buy-in:
- Need to ask – “what do you want?”
- Develop a structure to communicate effectively.
- Marketing needs to provide the pyramid of the industry and how selling works within that pyramid.
- Exercise patience.
What is a concise business plan:
- Should be short and simple.
- Ask the validation question. Both to you personally and to the enterprise.
- Case Studies can assist in creating commitment from your prospect.
- Illustrate what the action plan is and prescribed path.
Takeaways:
- It’s all about your prospect and what they want and/or need.
- Good reviews are helpful in receiving commitment from your prospect.
- Create a group of raving fans that share the same problems as your prospects.
- Build a page on your website that defines the journey that past customers have taken to get your prospect’s desired result.
- When prospects make a public commitment – they make the commitment stick.
- Keep the long game in mind.
- Be able to define what problem you solve, what happens if you don’t solve the problem, and what’s the likely outcome?
If you want to close more deals, you need to understand that commitment is powerful and has two steps. There is no set time that it takes to go through the process. But there is sequential order. If your prospect is not privately committed then they will never commit publicly.
Connect with Donald on LinkedIn or email him at donald@thesalesevangelist.com.
Submit inquiry at fitzmartin.com/contact and they’ll be happy to answer any questions.