What’s the point of a sales call?
To move the sales process forward!
What’s our tool to do just that? The Action Commitment.
REMEMBER: The Action Commitment (AC) is not what we’re going to do, it’s the ACTION the CUSTOMER is going to COMMIT to TAKING!
This is NOT an AC:
You: “Bob, will you pull together a list of your top 10 customers?”
Bob: “Yeah, sure… I’ll try and get that done.”
Note that there is NO commitment here… just a “yes,” and Bob really never has to do or commit to anything.
This IS an AC:
You: “Bob, what is a good time next week for us to sit down and review a top 10 customer list you’d be able to create?”
Bob: “I should be able to have that together for you by Wednesday.”
Note this time that Bob had to think things through, prob look at his calendar… and then COMMIT to a date, and to the ACTION of prepping the top 10 customer list.
Action Commitments will engage the Buying Influence, and allow us to move the sales process forward at a more efficient and effective rate.