Track Selling System_ Step 6 - Act of Commitment
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[00:00:00] Will: Welcome back to the Track Selling Podcast. I'm your host, Will, and in today's episode, we're diving into a step that's both critical and often nerve wracking in the sales process, the Act of Commitment. Jason and Marissa are here to unpack why asking for the order can feel so daunting, and they'll share tips to build your confidence in those high stakes moments.
[00:00:25] Will: You'll learn about Chitwood's Guaranteed Close Framework, techniques to handle objections with professionalism, and creative strategies that can make closing the sale feel like a natural next step. Let's get started with this insightful conversation on mastering the Art of Commitment.
[00:00:41] Jason: All right, welcome back for another deep dive. We're tackling a topic that even seasoned sales pros, sometimes, well, get a little nervous about, asking for the sale.
[00:00:55] Marissa: Yeah, it can be a little daunting for sure.
[00:00:57] Jason: It's step six in Chitwood's Track Selling, right? Act of Commitment. But really, this is where a lot of sales, I think, fall apart.
[00:01:06] Marissa: Oh, absolutely. It's surprising, actually. Chitwood highlights that something like 62 percent of salespeople never actually ask for the order.
[00:01:15] Jason: That's crazy.
[00:01:16] Marissa: Can you believe that? They go through all the steps, building that rapport, figuring out the needs, presenting the solutions, but then they don't go for the close.
[00:01:23] Jason: It's like baking a cake and then forgetting the frosting.
[00:01:26] Marissa: Yeah.
[00:01:26] Jason: You do all this work and then you don't finish it off.
[00:01:28] Marissa: Yeah.
[00:01:29] Jason: So what is it that holds them back?
[00:01:31] Marissa: Fear. Just plain fear of rejection.
[00:01:33] Jason: Uh, yeah.
[00:01:34] Marissa: Which is a totally human response, by the way.
[00:01:36] Jason: Of course, yeah.
[00:01:37] Marissa: But in sales, well, it can be a killer.
[00:01:39] Jason: Totally. So how do we conquer that fear and just ask for the sale confidently? I'm sure our listeners have experienced that awkward silence when the salesperson just doesn't.
[00:01:49] Marissa: Right. It's like, are you going to ask, or?
[00:01:51] Jason: Exactly.
[00:01:52] Marissa: Well, Chitwood, he actually gives us a pretty interesting, uh, framework It's called the Guaranteed Close.
[00:01:58] Jason: Okay.
[00:01:58] Marissa: It's a five step process for asking for the order multiple times.
[00:02:02] Jason: Multiple times.
[00:02:03] Marissa: Yeah, multiple times.
[00:02:04] Jason: Okay, now that sounds a little counterintuitive. Wouldn't that annoy the prospect? Like, come on, I already said no.
[00:02:09] Marissa: You would think, right. But here's the thing. Top performers, they usually close on the first try.
[00:02:15] Jason: Okay.
[00:02:15] Marissa: Because they've done such a good job in those earlier steps.
[00:02:17] Jason: Right, they laid that foundation.
[00:02:19] Marissa: Exactly. So, asking for the sale feels like a natural next step.
[00:02:24] Jason: Gotcha. So these additional closes are kind of like backup plans. In case there's hesitation or unanswered questions.
[00:02:31] Marissa: Like you got it. It's about being prepared to address those concerns and guide the prospect towards a decision that's good for them.
[00:02:39] Jason: Okay, so what's the first close, look like?
[00:02:41] Marissa: So the first close is really interesting. It's called the, if we, Can you think of any reason why we shouldn't technique? So let's say you're selling software and you've walked the prospect through all the amazing things it can do. You might say something like, if we can get this software implemented for you by next month, can you think of any reason why we shouldn't move forward?
[00:03:05] Jason: I see. So it's low pressure. We're almost inviting them to find a reason not to buy.
[00:03:10] Marissa: You got it. It puts the focus on their thought process, and it also taps into this thing called negativity bias.
[00:03:17] Jason: Interesting.
[00:03:17] Marissa: Our brains, they actually process "no" easier than "yes". So by asking this way, you're almost encouraging them to say no.
[00:03:26] Jason: That's fascinating.
[00:03:27] Marissa: Which in this case is actually a win for you.
[00:03:29] Jason: Right, because it uncovers those potential roadblocks.
[00:03:32] Marissa: Exactly.
[00:03:33] Jason: So we're using psychology, but in an ethical way. I like it.
[00:03:36] Marissa: Right.
[00:03:37] Jason: So what if they do come up with a reason? Do we just pack it in and go home?
[00:03:40] Marissa: Not at all. That's where those other four closes come into play. Each one is designed to handle objections and keep that conversation moving towards a win win.
[00:03:49] Jason: Okay. I'm really curious about these other closes. They sound like they could be game changers.
[00:03:54] Marissa: They can be.
[00:03:54] Jason: Alright, so 2.
[00:03:56] Marissa: Okay, Close number 2 involves acknowledging their objection.
[00:04:01] Jason: Okay.
[00:04:02] Marissa: Re establishing that common ground, and then you ask again.
[00:04:05] Jason: Okay, so it's like, I hear your concern, but remember how this will benefit you. So, given that, any reason we shouldn't move forward, something like that.
[00:04:13] Marissa: You got it. Yeah. You address their concern while subtly guiding them back towards that commitment.
[00:04:19] Jason: I like it.
[00:04:20] Marissa: Yeah. Now, Closes, 3 and 4 they kind of follow a similar path.
[00:04:24] Jason: Okay.
[00:04:24] Marissa: You acknowledge the objection, but then you got to dig a little deeper, you know, to really uncover that root cause.
[00:04:30] Jason: Okay.
[00:04:31] Marissa: So, Close three. This one involves asking a really direct question. Like, there must be something you don't like. Would you mind telling me what it is?
[00:04:39] Jason: Ooh. That's a bold one. I can see how that could get to the heart of it, but it also feels a bit risky.
[00:04:45] Marissa: It's all in the delivery, though. You want to come across as genuinely curious, wanting to understand their point of view. Sure. Remember, we're not trying to back them into a corner here.
[00:04:55] Jason: Right, right.
[00:04:56] Marissa: We're working together to find a solution that works for everyone.
[00:04:59] Jason: It's partnership.
[00:05:00] Marissa: Exactly. So it's kind of like saying, look, I want to make sure this is a good fit for you, tell me what's holding you back, and let's see if we can figure it out together. Okay. So once you understand the real objection, you can tackle it head on. Now, This one's interesting because it shifts the focus to what they might miss out on if they don't buy.
[00:05:19] Jason: Okay, see, now that sounds a little bit more like a hard sell tactic to me.
[00:05:22] Marissa: Mmm.
[00:05:22] Jason: Are we trying to scare them into saying yes?
[00:05:24] Marissa: No, no, not at all. Okay. It's about honestly, ethically, you know, laying out the potential missed opportunity if they choose not to move forward. Like, let's say they're hesitating to invest in a new system. You might point out that their competition, well, they're already reaping the rewards of that technology.
[00:05:42] Jason: So it's not about making threats, but more like, painting a realistic picture of what could happen if they don't act.
[00:05:48] Marissa: Precisely. You're highlighting the risks and the rewards, letting them make an informed decision.
[00:05:53] Jason: I like it. So tell me about 5, that wildcard.
[00:05:58] Marissa: Ah, yes. Close Number 5.
[00:06:01] Jason: What makes it so different?
[00:06:01] Marissa: Close 5 is all about getting creative, going that extra mile. It could be a compromise, a discount, a free trial, or even something totally unexpected. Something that shows how dedicated you are to helping them succeed. In fact, Chitwood tells this great story in the book about a salesperson who closed a deal using a violin case.
[00:06:21] Jason: Wait, a violin case? Yeah. Okay, I gotta hear this.
[00:06:23] Marissa: So, picture this. This salesperson is talking to a really tough prospect, right? The guy just won't budge.
[00:06:30] Jason: Okay.
[00:06:30] Marissa: So, after trying all the usual closes, the salesperson notices a violin case in the prospect's office. Ah! Turns out the prospect was an amateur violinist. Okay. And the salesperson, well, he played the violin too, so he offered to give the prospect a free lesson if they signed the deal.
[00:06:46] Jason: No way. Did it work?
[00:06:47] Marissa: It did. The prospect was so surprised and happy about the offer that he signed right then and there. A win win, right? The salesperson closed the deal and the prospect got a free violin lesson.
[00:06:59] Jason: That's incredible. It shows that sometimes that thinking outside the box can really pay off. So it's about finding those unique solutions.
[00:07:06] Marissa: You got it! And that's really the heart of five. It's your chance to stand out, show how far you're willing to go for your clients.
[00:07:13] Jason: I like it. Okay, so we've got this Guaranteed Close Framework. I'm on board.
[00:07:16] Marissa: Yeah.
[00:07:17] Jason: But in the real world, objections are just part of the game. So how does Chitwood approach those?
[00:07:22] Marissa: He really emphasizes that what we think are objections often aren't actual objections, but more like FUDs.
[00:07:30] Jason: FUDs.
[00:07:30] Marissa: Fear, Uncertainty, and Doubt.
[00:07:33] Jason: Gotcha.
[00:07:33] Marissa: Those FUDs, they can come from any of those five buying decisions we talked about before. Right, right. So it's like they're saying, Hmm, I'm not sure I trust you, your company, your product, the price, or the timing. Yeah, you get it. And the key to handling these objections, it's all about acting, not reacting. Okay. So instead of getting all defensive, you just acknowledge the objection. Something simple, like, I understand, or I can appreciate that.
[00:07:57] Jason: So we're keeping that conversation going.
[00:07:59] Marissa: Precisely. By acknowledging their concern, you're showing respect, building that rapport. It's like saying, hey, I hear you, let's work through this together.
[00:08:07] Jason: Yeah, turning it into a team effort.
[00:08:09] Marissa: Exactly. Now, it's important to figure out if it's a real objection or just a statement or question that sounds like one. Okay. Sometimes what seems like an objection is really just them wanting more information.
[00:08:20] Jason: Right, like if they say, that delivery time frame is a bit tight, can we push it to the end of next month? It's not really an objection, more of a clarification.
[00:08:26] Marissa: Right, exactly. And you handle that by just finding a solution that works for them.
[00:08:30] Jason: Makes sense. So once we've acknowledged the objection and figured out if it's a real one or just a request for info, what's next?
[00:08:37] Marissa: Well, the real magic is turning those objections into opportunities.
[00:08:41] Jason: Right.
[00:08:41] Marissa: Once you understand the real objection, you can address it head on and actually use it to show the value of what you're offering..
[00:08:48] Jason: So, like, if their objection is about the price, you could focus on the long term savings or the return on investment.
[00:08:55] Marissa: Perfect example. Instead of getting caught up in a price war, you shift the conversation to the bigger picture. You show them how your product, in the end, will actually help their bottom line.
[00:09:06] Jason: I see. So it's about reframing the conversation.
[00:09:08] Marissa: Exactly.
[00:09:09] Jason: But honestly, one thing I struggle with is keeping my cool when those objections come up, especially if they're unexpected or aggressive. Got any tips for those curveballs??
[00:09:18] Marissa: Oh, it's totally normal to feel that adrenaline rush when you get hit with a tough objection.
[00:09:24] Jason: Right.
[00:09:25] Marissa: But the key is to just breathe, listen carefully, and respond thoughtfully. Don't let your emotions take over.
[00:09:32] Jason: So, no knee jerk reactions.
[00:09:34] Marissa: Right. Pause, process what they're saying, and then respond professionally and persuasively.
[00:09:39] Jason: Exactly. And remember, each objection is a chance to learn to get better at what you do. Yeah. Pay attention to those objections, see how you respond, and just keep refining your approach.
[00:09:51] Marissa: It's funny, we put so much energy into building that rapport, presenting those solutions, handling those objections, but it's that final step, that commitment, that really makes us sweat.
[00:10:01] Jason: Yeah, it is kind of like the culmination of everything, but then there's that vulnerability.
[00:10:04] Marissa: Yeah, exactly.
[00:10:05] Jason: Putting ourselves out there. And even when you feel good about the presentation, there's that little voice like, but what if they say no?
[00:10:12] Marissa: That's fear talking. Every salesperson deals with it. But a no, it's not always a rejection of you or what you're selling. Right. Sometimes it's just bad timing or they need a little more information.
[00:10:23] Jason: We reframe that no as just another step in the conversation.
[00:10:26] Marissa: Exactly. And you know, one of the best tools for getting past objections is simply acknowledging them. Remember what we said about acting, not reacting.
[00:10:34] Jason: Right, right. So instead of getting defensive or trying to argue, we take a breath, listen, and actually validate their concerns.
[00:10:42] Marissa: Exactly. It's like saying, I hear you. I get it. Let's explore this together.
[00:10:47] Jason: Turning that potential conflict into a collaborative thing.
[00:10:50] Jason: But what about those really tough objections, the ones that feel impossible to overcome? Any advice for those?
[00:10:57] Marissa: No magic bullet, unfortunately, but there are techniques that can help. One that Chitwood talks about is the boomerang technique.
[00:11:03] Jason: Boomerang. Like throwing their objection right back at them.
[00:11:06] Marissa: Kind of, but not in a confrontational way. It's about using their objection to actually highlight what makes your product or service great. For example, they might say, your product is pricier than your competitors. You could respond, That's true, but the higher price reflects the better quality and how long our product lasts. You'll actually save money in the long run because it'll last longer and perform better.
[00:11:28] Jason: So you're turning their objection into a reason to buy.
[00:11:31] Marissa: You got it. Reframing the conversation, shifting the focus back to the value you bring.
[00:11:36] Jason: Clever. I think the hardest part for me, though, is staying calm when those unexpected or just plain aggressive objections come up. It's easy to get caught up in the emotions.
[00:11:47] Marissa: Oh, absolutely. It's normal to feel that adrenaline when you get a tough objection, but remember, the key is to act, not react.
[00:11:54] Jason: Right.
[00:11:55] Marissa: Breathe, listen, and respond thoughtfully.
[00:11:57] Jason: No knee jerk reactions.
[00:11:58] Marissa: Exactly. Pause, think about what they're saying, and then respond in a way that's both professional and persuasive.
[00:12:04] Jason: Makes sense.
[00:12:05] Marissa: And remember, every objection, it's a learning opportunity. Pay attention to them, see how you handle them, and keep getting better.
[00:12:12] Jason: So, to sum it all up, it seems like mastering this Act of Commitment step is all about confidence, empathy, and a genuine desire to help the prospect.
[00:12:22] Marissa: Couldn't have said it better myself. It's not about manipulation or pressure. It's about guiding them to a decision that's right for them.
[00:12:28] Jason: And sometimes, that might even mean walking away if you truly believe your product isn't the right fit.
[00:12:33] Marissa: Absolutely. In the end, lasting success in sales comes down to trust and doing the right thing. By putting their needs first, you're not just showing your professionalism, you're building those strong, long lasting relationships.
[00:12:45] Jason: Well said. All right, everyone, that wraps up our deep dive into Act of Commitment, the sixth step in Chitwood's Track Selling Process.
[00:12:54] Jason: We've talked about the psychology of closing, how to handle those tough objections, and the importance of approaching sales with integrity and that service mindset. We hope you've gotten some great insights to take with you on your own sales journey.
[00:13:06] Will: That's it for today's episode. A big thank you to Jason and Marissa for guiding us through the Act of Commitment and offering such valuable tips on closing deals with confidence and empathy. Remember, this step isn't about pressure. It's about helping your prospects make the best decision for their needs.
[00:13:28] Will: Next time, we'll move on to the final step in the Track Selling System, Cement the Sale. This step is all about preventing buyer's remorse and laying the foundation for future opportunities. You won't want to miss it. Thanks for listening, and we'll see you next time.
