sales strategies

Term of the Week: Micro Commitments

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If you can get a few yeses from your customer throughout a sales conversation, it increases your chances of getting the order at the end of the chat. In sales jargon, these are called micro commitments.

There are patterns of communication that help you build these yes answers into the discussion in a way that feels natural. When the customer tells you what color product they want, confirm that by saying, “You prefer the navy blue, right?” Naturally, they will say yes. “We are putting the logo on the left chest, correct?” They will say yes again. After you know whether they want you to deliver the order, ship it, or if they are picking it up, get another yes by double checking the due date.

Source: Jennifer Cox