Testing and Confirming Commitments
Most people think of “closing” as that big finale: the ink hits the contract, hands get shaken, everyone celebrates.
But the real magic happens long before that moment.
Closing isn’t an event — it’s a series of commitments collected throughout the sales process.
Deals often stall not because the buyer wasn’t a fit, but because the rep never secured meaningful commitments along the way.
Let’s break down how continuous commitments, supported by key elements of the Sandler Selling System such as the Upfront Contract, Post-Sell, and simple commitment-testing techniques, keep momentum high and protects you from being ghosted.
Why Closing Is More Than Just the Final Push
In complex or multi-step deals, momentum dies when you leave conversations open-ended. Every meeting, call, and email should point toward a specific action that keeps the process moving.
Each commitment, even small ones like reviewing a document or looping in a stakeholder, brings the prospect closer to a final buying decision. Without these incremental agreements, decisions feel overwhelming and timelines slip.
Consistent commitments = consistent progress.
The Upfront Contract — Starting Each Meeting with Clarity
What It Is
The Sandler Upfront Contract is a powerful way to set expectations and establishes mutual agreement between buyer and seller. It outlines:
- Purpose of the meeting
- Agenda
- Time
- Roles
- Possible outcomes
Most importantly, it foreshadows the commitment you’ll ask for at the end.
Why It Works
It eliminates surprises. When buyers know what you’ll ask for later, they’re more relaxed and more open.It also reinforces mutual respect: you value their time, and yours.
How to Use It
Try something like:
“Here’s what I’d like to accomplish today. If we both feel it makes sense at the end, we can agree on next steps. If not, no hard feelings. We’ll just decide where we stand.”
Use this in every meeting: discovery, qualification, demos, proposal reviews … all of them.
Commitment Testing — Are We Actually Moving Forward?
Just because someone says yes doesn’t mean they’re truly committed. That’s where testing comes in.
You can use a simple scale like a “thermometer close” or scenario-based questions to gauge real readiness.
Examples:
- “On a scale of 1–10, how ready do you feel about taking the next step?”
- “If this slips to next week, what impact would that have on your timeline?”
- “Who else needs to be involved for this to move forward?”
The goal isn’t pressure — it’s clarity.
Testing commitment helps you avoid pipeline fantasy and confirm whether the opportunity is real.
Balancing Assertiveness + Politeness
Sandler teaches that assertiveness is about equal business status, not aggression. You value the prospect’s time and challenges, and your expertise deserves the same respect.
When you combine clarity, curiosity, and empathy with strong commitment-driven questions, you build trust while keeping the process tight.
This makes commitment-based selling feel natural, not pushy. The techniques fit your style — not the other way around.
Real-World Application — Bringing Sandler into Your Pipeline
Here’s how continuous commitments show up across your workflow:
- Discovery: Upfront Contract sets expectations + agreement on what happens next.
- Qualification: Commitment testing confirms whether the opportunity is real.
- Demo: You frame the next step before the meeting ever begins.
- Proposal: You never send a proposal without a scheduled follow-up on the calendar.
- Post-Sell: You secure the prospect’s own words reinforcing their commitment.
This creates a steady rhythm of momentum that cuts guesswork and keeps deals clean.
Conclusion
Closing isn’t a last-minute event. It’s a mindset that runs through the entire Sandler sales process.
When you consistently…
- Set expectations with Upfront Contracts
- Reinforce agreements with Post-Sell
- Test commitment before moving forward
…your deals stop stalling, your pipeline becomes clearer, and your close rates rise.
Try implementing one of these techniques in your next meeting. You’ll feel the difference in how smoothly the conversation flows and how confidently buyers commit.
