Obtaining commitment

Obtaining commitment is the last stage of the Four Stages of a Sales Call. Obtaining commitment:

1. Starts before the Opening phase by setting objectives and pro actively Planning advances
2. Is most easy when you developed strong needs in the Investigating phase.
3. Is easy when you have been Demonstrating Capability

Practical tips

Obtaining commitment has three steps:

1. Check you have addressed the key concerns
2. Summarize the benefits
3. Propose a realistic commitment