Theotintenklecks.De
  • Sales Management
  • Business
  • Marketing
  • Resume
No Result
View All Result
  • Sales Management
  • Business
  • Marketing
  • Resume
No Result
View All Result
Theotintenklecks
No Result
View All Result

Home » Sales Management » Management and Sales Training – How Can You Tell When People Are Committed and Not Just Compliant?

Management and Sales Training – How Can You Tell When People Are Committed and Not Just Compliant?

October 19, 2021
in Sales Management

Management and Sales Training - How Can You Tell When People Are Committed and Not Just Compliant (1)

Have you ever been in a sales situation, though you had a customer’s commitment to do something and later discovered that they had reneged on what you thought was an agreement between you?

RelatedPosts

7 Things You Can Do Today to Avoid Costly Sales Hiring Mistakes

7 Things You Can Do Today to Avoid Costly Sales Hiring Mistakes

July 16, 2022
What Makes a Great Auto Sales Manager

What Makes a Great Auto Sales Manager

July 16, 2022
5 Ways to Get Your Sales Staff Fired Up, Not Fired

5 Ways to Get Your Sales Staff Fired Up, Not Fired

July 16, 2022

Or have you ever given feedback to an employee, felt certain that he or she would change behavior only to later discover that nothing had changed?

How do you know when people are committed to doing what you are asking them to do and not just pretending to agree to get you to go away?

There are both verbal and nonverbal clues that will give you a good indication of whether people will, in fact, do what you have asked them to do. Some of these depend on the way you ask, while others depend on the way they answer.

1. Use powerful words when you ask people to do something.

When you make your request ask, “Will you (buy my product, use my service, change your behavior)?” Do not use tentative words like “Could you?” “Would you?” or “Might you?”

A person “could” change, “would” change,” or “might” change, but, in fact, “will” he or she change.

Changing is an act of will. You want to be sure they have the “willpower” to do so.

You may be reluctant to be this direct. Certainly, you want to ask, “Will you?” with a tone of voice that is assertive and not aggressive. However, if you’re not direct when you make your request, don’t expect to get a direct response in return.

See also  Goal Setting - Make It a Winning Proposition

2. Listen to the words others use when responding to your question, “Will you (do what I’m asking you to do)?”

Just as you don’t want to use tentative words when making your request, so too you want to listen to hear if others are using tentative words when responding.

If they say, “I think so” or “I’ll try” or “Sounds good” or anything other than “Yes,” you don’t have their full commitment. These tentative words suggest that they still have concerns about what you are asking them to do.

3. Listen to the tone of their voice if they say “yes” in response to your request.

A person’s tone of voice gives a lot of information about whether you have his or her commitment. Does their “yes” sound firm or tentative?

Especially don’t accept a nod of the head that seemingly indicates agreement. Ask if that head nod means “yes,” and listen to their tone of voice when they respond.

4. Watch their eyes when you ask.

If they maintain eye contact with you, you most likely have their commitment. If they look away, you may not.

5. Only “yes” means “yes.”

If you hear anything other than a firm “yes,” ask why they are uncertain. You want to be in the room when people express their doubts so that you can answer them.

The way to confront uncertainty is to say, “Sounds like” (if you notice something in the way they speak) or “Looks like” (if you notice that their nonverbal behavior suggests less than full commitment) “you’re uncertain.” If they respond that they are uncertain, ask, “What concerns do you have?”

See also  Develop and Implement a Strategic Sales Map for Your Sales Force

Remember that every complaint contains the seed of an unmet need. Bringing concerns into the open will give you a chance to meet that need.

Larry Barkan has been an author, consultant, and speaker since 1984. He works with organizations, teams, and individuals who want to have breakthrough results in their profits, productivity, and interpersonal relationships.

 

 

Previous Post

Say “No” and Mean It – 4 Hard-Hitting Negotiation Counter Tactics For Sales Professionals

Next Post

Setting a Goal is One Thing, Achieving it is Another!

Related Posts

7 Things You Can Do Today to Avoid Costly Sales Hiring Mistakes

7 Things You Can Do Today to Avoid Costly Sales Hiring Mistakes

July 16, 2022
What Makes a Great Auto Sales Manager

What Makes a Great Auto Sales Manager

July 16, 2022
5 Ways to Get Your Sales Staff Fired Up, Not Fired

5 Ways to Get Your Sales Staff Fired Up, Not Fired

July 16, 2022
Establishing a Trade Show Headquarters Command Post

Establishing a Trade Show Headquarters Command Post

July 15, 2022
Partner Relationship Management (PRM) - Hype Or Hope

Partner Relationship Management (PRM) – Hype Or Hope?

July 15, 2022
How Does Inertia Suck the Life Out of Your Small Business

How Does Inertia Suck the Life Out of Your Small Business?

July 15, 2022
Next Post
Setting a Goal is One Thing, Achieving it is Another!

Setting a Goal is One Thing, Achieving it is Another!

Leave a Reply Cancel reply

Your email address will not be published. Required fields are marked *

Recent Post

7 Things You Can Do Today to Avoid Costly Sales Hiring Mistakes

7 Things You Can Do Today to Avoid Costly Sales Hiring Mistakes

July 16, 2022
What Makes a Great Auto Sales Manager

What Makes a Great Auto Sales Manager

July 16, 2022
5 Ways to Get Your Sales Staff Fired Up, Not Fired

5 Ways to Get Your Sales Staff Fired Up, Not Fired

July 16, 2022
Establishing a Trade Show Headquarters Command Post

Establishing a Trade Show Headquarters Command Post

July 15, 2022
Partner Relationship Management (PRM) - Hype Or Hope

Partner Relationship Management (PRM) – Hype Or Hope?

July 15, 2022
How Does Inertia Suck the Life Out of Your Small Business

How Does Inertia Suck the Life Out of Your Small Business?

July 15, 2022
Selling in an Economic Downturn

Selling in an Economic Downturn

July 14, 2022



Archives

  • July 2022
  • June 2022
  • May 2022
  • November 2021
  • October 2021
  • September 2021

Categories

  • Business
  • Marketing
  • Sales Management
  • Home
  • Privacy Policy
  • Contact
No Result
View All Result
  • Contact
  • Privacy Policy