Gaining Personal Commitment! Just Ask

 Gaining Commitment when selling intangibles

One of the key components of the Joe Factor on selling intangible services is building trust and rapport.   It is critical to success.  The other day at the Franchise company I am working with I listened carefully to  a call being made.  It was very interesting and you could feel the rapport building and the trust.  The client was using all the tools in the program.  I was very proud of the individual until the end of the discussion.  We had missed the whole point.  We had worked hard.   We had the prospect enamoured with our program.   The consultant was sending out the information in the email and he thought the necessary response would magically appear and the process would continue. 

Oh boy!  No urgency no timelines but more importantly no expectations an no leveraging of the hard earned trust and rapport. 

If you have been reading my blog you know the phrase “let me ask you a question.” In this situation it was easy.  All the consultant had to say was based on our discussion and your interest are you prepared and interested to work with me on determing if franchising is a good fit for you?  This is the pay off for all the work and the test to see if you have built rapport and trust etc.  More importantly is this someone who is interested in following direction and working with you.  It the answer is yes then you can dictate the terms of the process and how it will move forward.   It is done!  It is over!  You now are in control of the sales cycle and process. 

How often as consultants or sales people do you fail to simply ask, are you interested in working with me?

In the Joe Factor we can get you to this stage but you have to ask.  You know, it is a pretty logical outcome is it not?  Oh! and by the way the next call the consultant got this agreement and dictated the terms of engagement.   Many great sales talents miss capitalising on their abilities to build straight, thoughtful and honest relationships with their clients.  Just ask if you want to deal with me.  It is pretty cut and dry.  Do not fear the NO!  We can help.  Contact me for a free consultation on your sales process.

Joe “Factor” White

taktome@thejoefactor.com