Get Your Commitment and Improvement Your Closing Dramatically

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Get Your Commitment and Improvement Your Closing Dramatically
Overview:
For this Course, Dan Jourdan wants to get a bit more specific and tactical on a crucial part of your discovery call: making good use of commitments. This is equally important when overcoming objections.
What YOU Will Learn:
Understanding Commitments:
-Commitments are close-ended questions that prompt a yes or no response.
-They help solidify the prospect’s agreement and readiness to move forward.
The Discovery Call:
-During the discovery call, once you understand the prospect’s current situation and their goals, you transition into asking commitment questions.
Example Commitment Question:
-“If there was a way that we could take you from where you are now to where you just said you want to go, if we could give you a step-by-step guide and walk with you hand in hand so you achieve that goal, how soon would you like to get started?”
Overcoming Hesitation
-Asking for a commitment can be challenging. You might feel some resistance, but it's crucial to push through and ask these questions confidently.
-Practice these questions until they feel natural and exciting to you.
Building Excitement
-Deliver your commitment questions with enthusiasm. For example, “If I could get you from here to where you want to go, and provide a step-by-step guide to get there while walking with you hand in hand, how soon would you want to get started?”
-This excitement can transfer to the prospect, making them more likely to
commit.
Handling Price Objections
-Once you transition to discussing price, if the prospect objects, use commitment questions to refocus them:
-“Got it. Take the money out of it right now and let's pretend it was free. Can you see how the program we discussed works for others and how it could work for you?”
-“If you had the time and resources, do you think you could achieve your goal with this program?”
Continuing the Conversation
If the prospect indicates price is the only barrier, you can then explore payment plans or other options, but always return to commitment questions first.
Practical Tips
Practice Regularly:
-Rehearse commitment questions until they become second nature. This will help you deliver them confidently during calls.
Check Commitment Boxes:
-Use a checklist during your discovery call to ensure you’re covering all necessary points, including getting commitments.
Respond to Objections with Commitment Questions:
-When faced with objections, use commitment questions to bring the conversation back to the value and feasibility of the solution.
Example Scripts
Discovery Call Commitment:
“I understand where you are now and where you want to go. If we could bridge that gap with a step-by-step guide and support you along the way, how soon would you want to get started?”
Overcoming Price Objections:
“Got it, the price is a concern. Let's set that aside for a moment. If the program was free, do you see how it would help you achieve your goals?”
“Is it really just the price, or would a payment plan help?”
Conclusion
Incorporating commitment questions into your discovery calls and objection handling can significantly boost your sales success. Practice these techniques, check off commitment boxes, and always bring the conversation back to the value you’re offering.
If you have any questions, drop them down below. I'll include a form with these key points to help you keep track during your calls. Keep practicing, and you’ll see a marked improvement in your sales outcomes.
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