| An Introduction to the Sales Process Extracting Verbal Commitment vs Creating and Focusing Desire |
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This is an introduction to the psychology of
the sales/buying process produced by Gower
D. Talley - CEO of The Northwest
Boardroom. The key take away from this
presentation is this: truly effective sales
should focus more on creating the “desire to
buy” than on extracting a “commitment to
buy”. Desire proceeds action more often and
more directly that a verbal commitment.
People will offer verbal commitments for a
variety of reasons, sometimes just to get a
sales person to shut up and leave them
alone. They will then often avoid the sales
person like the plague. However, people
who are led to desire a product or service will
often close on the sales person. People who
can be shown that the sales person's offering
fills a "preexisting" desire will consider the
whole process "their idea". For more
information – Contact us.
the sales/buying process produced by Gower
D. Talley - CEO of The Northwest
Boardroom. The key take away from this
presentation is this: truly effective sales
should focus more on creating the “desire to
buy” than on extracting a “commitment to
buy”. Desire proceeds action more often and
more directly that a verbal commitment.
People will offer verbal commitments for a
variety of reasons, sometimes just to get a
sales person to shut up and leave them
alone. They will then often avoid the sales
person like the plague. However, people
who are led to desire a product or service will
often close on the sales person. People who
can be shown that the sales person's offering
fills a "preexisting" desire will consider the
whole process "their idea". For more
information – Contact us.