Get Commitment in Business to Business Sales

A common problem for salespeople is getting “go-forward” commitments (specific actions the customer commits to take). As a coach, you need to ask your salesperson what actions the customer has taken. What’s important is not where your salesperson is in his or her selling process, but where the customer is in their buying process. The actions customers have taken tell you where they’re at in the buying process.

Kevin Davis

Kevin F. Davis is the author of The Sales Manager’s Guide to Greatness”, which was named the 2018 Axiom Business Book Award Winner, Silver Medal. Kevin is also the author of Slow Down, Sell Faster!”.