First, let’s look at the six most essential phases of a sales call:
- Information gathering/ discovery
- Objection Handling
In this article, we will mainly focus on the committing part.
The Committing Phase
The Committing Phase is getting the prospects bought in on your thesis. A great pitch is not pitching them on the product; instead, it is throwing them on the method to success; it is pitching on what they need to believe to be true to be able to buy.
For example, while selling any diet program, like a ketogenic diet, they won’t just sell it. Instead, they will try to sell you the idea that a keto diet is the best way to reduce carb intake and weight, and the best way is your diet.
Thus, in the committing phase, you need to get them to a 100% agree that your ketogenic diet program is the best one they can buy because if they do not believe in the thesis, they will not accept your offer.
The 3 Parts of the Committing Phase
1) Temp Check
You need first to ask the prospect if they have any questions about the 4 points we covered explicitly in the pitching phase. To answer the questions, you need to use as few words as possible, less than two sentences, and a one-word answer would be the best.
Secondly, you need to cover the objection before having the complaint; you can do so by checking the real question and its objective.
After you answer the questions, you need to direct the conversation forward, so do not stay silent or wait for them to ask another question.
In this call phase, you should look for a specific tonality, like “absolutely”; the tone needs to be assertive. Anything like, “I think so,” or something along these lines is certainly not a yes. If they use the unsure tone, ask them to use a scale of 1-10, one being that they want to get off the call right now and ten them being 100% sure they will close the deal.
It would help if you gave them the illusion of control by saying they now have no questions and feel good. Now, what’s next? If they ask about the process, you need to respond by saying they need to process the investment with you in the following steps.
After that, you will get them on the settling baseline process and then contact you on an onboarding call, and before that, they need to do some homework. Once the call begins, you will map out their implementation pathway, covering things like when, where, and how often you will meet. Hence they will end the call with much clarity.
Then tell them the amount of the investment. Explaining the onboarding process before pitching the price is essential because they should clearly understand what will happen next. Hence, this raises certainty.