The sales process is best thought of as a partnership with your customer.  That means a constant involvement of the prospect in the demonstration process. One mistake often made by salespeople is the failure to constantly involve the customer in the sales conversion through active commitments.  Too many salespeople go through the process assuming there is an acceptance on the part of the customer without actually asking for that commitment. The rationale in not asking these commitment questions sounds like this: “I already know they love this kitchen – why would I need to ask that?”  Actually, there is a very sound reason for asking for a commitment in this instance.  You see, we don’t ask closing questions for our own benefit; we ask closing questions for our customer’s benefit.  Their active acceptance cements their commitment. I read of this … Read More…