The 9 Steps To A “Now” Commitment
How to be more effective in uncovering our customers hidden objections. Through role-play amoungst the group learn the questions to be asked in the steps to get to the goal of the "Now Commitment" and mental ownership.
Materials: Flip Chart, Open Mind, Photo copied handout of “Building The 9 Steps To A Now Commitment”
Time Needed: 30 – 35 minutes
Review – (4 Minutes)
• Ask the group about any successes they’ve had in the past week through building added value. Discuss the specific features of the dealership they are now communicating to prospects.
Introduction - (3 Minutes)
• Introduce the topic by asking: “Would everyone like to be more effective in asking questions to uncover the hidden objections?”
• With agreement from the group tell them that today’s meeting will be focused on asking those questions through “The 9 Steps To A Now Commitment” Give to the class the handout that was sent with the meeting express.
What is the Goal of the “Now Commitment” - (3 Minutes)
• Ask the group “What are the two parts of any sale?” With discussion and agreement from the group write on the flip chart:
• Mental Ownership
• Financial Ownership
Stress to the class that a prospect will not own your product until they have bought it mentally!
Break Out - (20 Minutes)
Building the 9 Steps to a “Now” Commitment – Role Play
• In small groups ask them to go over the 9 Steps handout. Stress to the group to commit the steps and the exact words to memory. Get the groups to engage in some role-play among themselves to get familiar with the words.
• Remind the groups as they practice that this is one area of the sales process where we DO NOT want them to “put it in their own words.” The strength of the NOW COMMITMENT depends on getting it exactly right.
Learning Point: Stress to the group that through using these steps they will be better equipped to handle any hidden objectives that may remain following the demo drive.
As well, they will increase their sales output by getting the customer to commit before serving up the figures. Remind them that detailed price discussions before we have buyer commitment results in a sale – FOR OUR COMPETITORS!
Conclusion & Coaching Focus - (4 Minutes)
• Ask everyone to focus on committing the 9 steps to memory.
• Ask everyone to try using the 9 steps when making the transition from the demo to the close.
• Ask the staff to note any changes in their performance to be discussed during the next meeting.
• Encourage anyone that may have questions during the week to feel free to come to you to discuss them.
• Encourage the staff to role-play with one another or with yourself during the following week. Remind them that perfect practice makes perfect!
• Leave them with the following quote,
“All things are difficult before they are easy”
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