I have a confession...

Even though I have been in sales for 20 years, I still make mistakes.

Recently I spoke with my manager about why some opportunities did not close when they had been well qualified.

My win rate had been been slipping.

It then dawned on me! I had not been asking customers to commit to purchasing if I was to met their requirements. The commitment was all on my side and not on theirs.

I could have asked this same question in any of the following ways:

  • Before I go to prepare my proposal, could you help me understand what your decision process is?

  • If I was to provide you with what you are looking for, will you be ready to confirm?

  • My manager (good-cop/bad-cop) has asked me to ask a few more questions before I go to prepare this proposal …

From now on I will ask my pre-commitment questions before I prepare a proposal!

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