From the course: The SPIN Selling Methodology

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Obtaining commitment from customers

Obtaining commitment from customers

From the course: The SPIN Selling Methodology

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Obtaining commitment from customers

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- The final stage of the SPIN selling process is one most people find the scariest, but is actually the most simple, and it's obtaining commitment. People think closing deals are scary because they think back to the scene from "Glengarry Glen Ross" when Blake is screaming, "Coffee is for closers!" and, as a result, imagine closing as this big, scary moment of truth, when you're trying to force someone into doing something or answering an unanswerable question to get the prospect over the line. But if you've done everything right up to this point, it should be the easiest part of the process. You've opened a conversation with them, built a good relationship with them, and developed trust with them. You've then investigated their situation, established the problems they're experiencing, highlighted the implications of inaction, as well as highlighting the benefits of action. You've linked your solution to their specific needs and requirements, and then you've pitched the benefits of…

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