Friday 3 April 2009

How to commit a person!!!

I ran across this interesting set of statistics on behavioral commitment and change from a study at Brigham Young University.

 

It shows the chances of a change being incorporated into one's decision in various scenarios and thought this would be very interresting in different sales scenarious. When we consider that everything in the end is about commitment and change.

 

When a person...

 

Says, "That's a good idea." 10% Commits

"I'll do it." 25%

Says when they'll do it (in terms of a time). 40%

Plans how to do it. 50%

Commits to someone else. 60%

Sets a specific future time to share progress or to follow up with person they committed to. 95%

 

That, by the way, is an excellent example of why the right commitment pattern is so important.

 

Personally, I believe this to be the area where the most sales people lack difficulties.......not in finding new prospects, but to close those they have.

 

Regards

 

Mark