Commitment as a Key to Closing Business

Ever been told it's not you, it's me? Host Kevin Gaither talks to Craig James, founder of Sales Solutions, about why our sales prospects won't commit and what we can ask for to ensure our prospects are engaged. In our mission to give you tips, tactics, and techniques that you can put into action right now, we talk about the benefits of gaining commitment from prospects and exactly how to develop commitment over the length of the sale rather than just at the end.

00:00 Cold Open
00:45 Craig's nightmare sales situation
02:15 Craig's sales experience
04:30 Why is it important to gain commitment from your prospects?
05:45 Craig explains what kind of commitments we can ask of prospects
06:30 Asking for introductions as a commitment ask from a prospect
07:00 Talking about the benefits of thinking commitment
08:30 Commitment gets you a higher quality pipeline
09:30 Why do prospects have a hard time making a commitment?
11:15 What do we do as sales professionals to focus on gaining commitment from prospects?
13:15 How does this approach apply to strategic selling?
14:45 The power of walking away
15:15 How many touches until I walk away from a qualified lead?
16:45 Would you ever reach out above your contact's head after a lull in communication?
17:45 Is 6-8 calls too much?
19:15 It's okay to kick a lead out of your pipeline!
20:15 What can we do to make it easy for prospects to commit?
21:45 Early commitment can provide transparency to objections late in the game
22:45 Asking questions of the prospect can generate trust early on
23:30 Questions to ask of prospects early on in the process
23:45 The power of listening as a sales professional
24:15 Sales equals dating, don't look desperate
26:00 Should I stay or should I go?
27:00 High Probability Selling by Jaques Worth
27:45 Role-playing a sales call with Craig

Category:

• Learning & Education

Produced by:

• Mo Ali
• Ryan Summers

Tags:

• Craig James
• cold call
• referral
• Business Development
• sales
• pitch
• interview
• email
• voicemail
• phone call
• phone
• SEO
• startup
• entrepreneur
• close
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• CTR
• outbound
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• specialization
• CRM
• direct sales
• outside sales
• top down
• process
• tips
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• techniques
• strategy
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• sales pitch
• hiring
• training
• contact
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• Highrise
• Rapportive
• motivation
• management
• sales job
• B2B
• B2B sales
• advertising
• prospect
• lead gen

[eddie200137]

Very informative guest.

[boomerx01]

It would be great to have a series doing more role plays. Those are very helpful!

[kevingaither]

Great job Craig James! -Kevin Gaither