Never Make a Move Without a Commitment
One of the most powerful rules in the Sandler Selling System, originally introduced by David Sandler himself, is Rule #28: Never make a move without a commitment. This principle is essential for maintaining clarity, efficiency, and momentum in the sales process.
Why Commitment Matters
Too often, sales professionals leave meetings or calls without a clear next step. Phrases like "I'll reach out next week" or "I'll follow up later" create uncertainty and inefficiency. Without a mutual agreement between both parties, sales efforts can become disorganized, and opportunities may slip through the cracks.
By securing a firm commitment at every stage of the sales process, sellers eliminate guesswork. They ensure that both they and their prospects know exactly what the next step is, whether it's scheduling another meeting, making a decision, or moving forward with a proposal.
To apply this rule in your sales process, consider the following strategies:
1. Set Clear Expectations Upfront – Establish an upfront contract at the beginning of the sales conversation. Make sure the prospect understands what will happen at each stage of the process.
2. Gain Agreement at Every Step – Whether it’s setting a follow-up meeting, sending additional information, or making a presentation, always confirm mutual agreement before ending the conversation.
3. Establish a Yes or No Decision – If you are at a decision-making point, work toward obtaining a clear "yes" or "no" rather than an indefinite "maybe" that drags on without resolution.
4. Hold Prospects Accountable – If a prospect agrees to a next step, reinforce their commitment by summarizing it in writing or through a follow-up confirmation.
5. Keep the Pipeline Real – By ensuring every opportunity has a clear next step, you can better assess which deals are truly progressing and avoid wasting time on leads that are unlikely to convert.
A More Effective Sales Process
Discussing this rule with your sales team can lead to a more disciplined and effective approach to managing the sales pipeline. By ensuring every action has a corresponding commitment, sales professionals can improve efficiency, reduce uncertainty, and ultimately close more deals.
Are you applying this rule in your sales process? If not, now is the time to start. Never make a move without a commitment, and watch your sales success grow.
