Obtaining commitment is the last stage of the [[Four Stages of a Sales Call]]. Obtaining commitment:
# Starts before the [[Opening]] phase by setting objectives and pro actively [[Planning advances]]
# Is most easy when you developed strong needs in the [[Investigating]] phase.
# Is easy when you have been [[Demonstrating Capability]]
!Practical tips
Obtaining commitment has three steps:
# ''Check'' you have addressed the key concerns
# ''Summarize'' the benefits
# ''Propose'' a realistic commitment
bag
sales_public
created
Sun, 19 Jun 2011 12:40:30 GMT
creator
dirkjan
modified
Sun, 19 Jun 2011 12:40:30 GMT
modifier
dirkjan
tags
SPIN Selling
Term
creator
dirkjan