The Audible-Ready Sales Podcast Gaining Commitments
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Aug 8, 2023 Join sales effectiveness expert Antonella O'Day as she dives into the art of gaining micro-commitments in B2B sales. She shares strategies for securing time on buyers' calendars, emphasizing the importance of compelling openings and personalized approaches. Learn how to gauge buyer engagement using thoughtful questions and feedback techniques. Antonella also discusses leveraging champions within organizations to access key stakeholders and using commitments to quickly assess deal viability.
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Start With A Personalized Hook
- Craft a compelling, personalized opening that shows you researched the buyer and their company.
- Use that tailored statement to increase the odds of getting time on their calendar.
Declare The Call's Purpose Early
- Be explicit about the purpose of your call or email and respect their time.
- State whether you're scheduling a meeting or seeking to learn if there's a fit.
Earn Credibility Before Asking For Time
- Establish credibility by showing industry knowledge and sharing success stories.
- Use relevant company experience or awards to prove you're worth their time.