Use Micro-Commitments to Move Stalled Sales Pipeline
A stalled pipeline is a common problem that can lead to missed targets. A stagnant pipeline occurs when a prospect is interested in a product or service but fails to make a commitment to purchase it. This can happen for a variety of reasons, such as a lack of trust, a misunderstanding of the product, or simply being too busy. To overcome this issue, sales teams can use a technique called micro-commitment, which can help unstick stalled pipelines and keep the sales process moving forward.
Micro-commitment is a sales technique that involves getting prospects to make small commitments along the sales journey. These small commitments are designed to build trust and momentum, making it easier for the prospect to eventually make a larger commitment, such as a purchase. Examples of micro-commitments could include, but are not limited to:
booking the next meeting on the calendar
asking a prospect to attend a webinar
signing up for a free trial
sending contract
provide feedback on a proposal
In short, do not leave a meeting without a clear next step that requires some effort from the prospects. The more they commit or refuse to commit, the closer you will get to knowing if they are a true buyer or not.
Many times, people are afraid to ask for a commitment because they are unconsciously nervous about rejection. We just want to avoid the potential reality that a buyer turns out to be the wrong target. You should check out our blog post about managing the feeling of rejection.
When a salesperson asks for the next step in the sales process, it shows the prospect that they are serious about building a relationship and providing value. It also helps to build trust and credibility with prospects. By showing that you are proactive and responsive, you are demonstrating that you are a reliable partner who is committed to helping the prospect achieve their goals.
The reason why micro-commitment works so well is that it helps to break down the barriers that often prevent prospects from making a purchase. By asking for small commitments along the way, sales teams can build trust and demonstrate the value of their product or service, making it easier for prospects to say "yes" when the time comes to make a larger commitment. Additionally, micro-commitments can help keep the sales process moving forward, preventing stalls and ensuring that prospects stay engaged with the sales team.
Let's take a look at an example of how micro-commitment could be used in a sales pipeline. Imagine that you're selling a new software product to a prospect. After an initial conversation, you ask the prospect if they'd be willing to attend a webinar to learn more about the product. The prospect agrees, and after the webinar, you follow up with an email asking if they'd like to sign up for a free trial. The prospect agrees to the trial, and after a week of using the software, you schedule a demo to show them how the product could benefit their business. By this point, the prospect has made several small commitments along the way, building trust and momentum. When it comes time to make a purchase, the prospect is much more likely to say "yes."
What if the prospect says “no”? First of all, don’t be surprised; that’s the life of a salesperson. Secondly, you should check out our blog post about how to prepare for objections.
Using micro-commitment can be a powerful technique for unsticking stalled sales pipelines. By asking for small commitments along the way, sales teams can build trust, keep the sales process moving forward, and ultimately increase the chances of making a successful sale. While it may take a bit more effort to implement, using micro-commitment can pay off in the long run by helping sales teams close more deals and reach their targets.
