From Search Auto Parts: Who should be making commitments in the sales process?
Are you in sales? If so, are you the one making commitments or is it the buyer?
Who should be making commitments in the sales process?
If you already follow a sales process you may know the right answer to this question. Or you may be very surprised—without commitments and a sales process, you are not in control. In fact, you’re very much out of control.
Traditional sales techniques make most salespeople think they are the ones responsible for making commitments, and so that would then allow them to be in control of the sales process. And yet they continue to get rejected or put off.
When salespeople are constantly delayed or rejected by their buyers, it becomes obvious that these buyers are in control of the sales process. The simple reason for this is that the prospects follow a proven buyer’s (sales) process. This particular buyer’s (sales) process puts them in control of salespeople, and the worst part is most salespeople don’t even realize it.