Gain a Commitment
The commitment stage is the close to the call. As noted in the previous section, the phrase, “Thank you for your time,” is not an acceptable close. There are many types of closes, including the following:
Signature on a purchase order
Agreement for an in-person appointment
Time set for a formal presentation
Acceptance of a pilot, trial, or use of a sample
If you do not effectively close, you have lost your gold. Create or affirm an opportunity to make a return call by setting a date or some sort of confirmation. Remember, your customer is not thinking about you, so some way of moving the commitment to the front of the customer’s mind is imperative. For example, ask the customer to take out his or her calendar to record it while ...
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