Presenting your solution to a customer’s problem before securing their commitment can have negative consequences. Be sure you don’t become the “unpaid consultant” by spilling the beans too soon.
What do you need to look for in a commitment? You want to establish a secured, up-front agreement with your prospect, one that represents a lasting contract with a set of rules that governs your interaction with him. This agreement should be clear, concise, understandable, and contain the following:
4 Essentials to an Agreement
- Mutual consent between two parties in the form of a verbal or written proposal that is acceptable to both parties.
- A valid consideration or a savings in the form of time, money, safety, etc.
- At least, two competent, agreeing parties.
- And, of course, a viable product or service to sell.
Clients do not generally express their concerns until you have gained their trust. Make certain that all of your prospect’s issues have been voiced and alleviated. If you try to engage without getting to know your prospect and his background, the probability of a mutual agreement is greatly diminished.
For the commitment to be effective you must develop a durable understanding. Don’t rush. State your request, review it, repeat it, and gently remind your customer at the conclusion of your presentation what they have agreed to do.
In order to be confident that your product or service will be agreed upon, before you begin your pitch, ask,
“If I can prove that my idea will save you [time, and/or money], will you buy it from me?”
Be Able to Pause or Regroup for the Commitment
Don’t move forward until the party agrees. If you don’t have agreement, be willing to either start the process over, or end the meeting.
You do not want to end up presenting a solution that becomes a selling tool for your competitor. When you have a valuable idea to sell, guard it by securing a prior agreement. Learn the skill of making a lasting, binding, and successful commitment.
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