In a recent conversation with my friend and fellow Sales Coach, Hugh Liddle (http://www.redcapsalescoaching.com) the subject of pre-sales commitment came up. Hugh has a great way of really setting the stage for a prospect to let them know what to expect in the sales process. Everyone is always on the same page.
He calls this his Red Cap Verbal Contract. He goes over this as he starts the needs assessment with a client or potential client and gains their permission to ask questions about their business (positive affirmations), their skills and where they want their business to go.
He goes on to tell them based on their answers he will make some recommendations on how Red Cap Sales Coaching could be of benefit to them. And then he gets a commitment to get a commitment.
He lets the prospect know he is going to ask for a decision (or commitment) when the session is over and he does so like this: “At the end of our session today, I’m going to tell you whether I think our services are a good fit for your business. I’d just like for you to tell me whether you think you’d like to work with us or not. If you decide you don’t want to, it’s perfectly OK to say so. Our goal today is just to determine together whether we should work together or not…and I think when I show you what we do, you’ll really like it, and in that case we’ll move on to the next step. Would that be fair enough?”
How great is that? Let’s look at what he is really doing. He’s letting the prospect know he is going to ask them for a decision—a yes or a no. But, notice he never uses the word “no”. Instead, he tells the prospect, “If you decide you don’t want to, it’s perfectly OK to say so.”
Say SO. Even telling Hugh “no” requires positive words
Start using this or something similar in your presentation. Let the prospect know what is going to happen and that you are going to ask them to buy. Then ASK! Expect a commitment—a commitment to either move forward, gather more information or a commitment to end the relationship.
But at least you have a commitment.
Lagniappe: In South Louisiana “Lagniappe” is defined as “a little something extra”. Here’s your Lagniappe for today:
A key strategy here is Hugh has this information scripted—to the word. That allows him to eliminate needless words, negative words and phrases and maximize the power of what he is saying to the prospective client. Write your own Verbal Contract out and refine it until you have it like you want it and then commit it to memory.
Question: Do you have a Verbal Commitment or something similar? Share your story with others in the comment section below!