As a sales professional we should always be looking for commitment on every call. Otherwise, it becomes a real time-waster.
Sometimes you have prospects that “string you along.” Other times you may have a customer who cannot or will not make a decision. Weeks turn into months — robbing us of time and money.
Do yourself a favor and set up customer’s expectations.
Ask the indecisive prospect point-blank:
“The next time we meet — all I ask is that you please give me an answer to either a:
YES, you’d like to move forward.
or
NO, it’s not a good fit.
Either a yes or no is fine and I will respect your decision. My only goal is to do what’s best for you and your company. Does that sound fair?”
By asking this simple question you can instantly clarify your customer’s true level of interest. And you’ll be able to focus your attention on the prospect that truly desires the sales relationship to continue.
Get commitment upfront, so you can move things along (or move them off your list) and close more sales.
