Sales and the Commitment

Most people are not a fan of commitment. The idea of being “stuck” is scary. This can apply to just about anything- moving to a new place, finding a job, buying a house or car are only a few examples. Being afraid of the decision making process usually results from the type of decision that will have a big impact on your life. If you come across this while selling, it can really put a hold on making any deals. The trick is to break it down to make the decision feel more casual. Just about all those big decisions can be made smaller by reminding yourself that there is always the option to move to another location in six months or apply for a new job the following year. Fear of commitment is very close to fear of buyer’s remorse.

As I was thinking of it, nearly everything I have invested myself into began with a small, what-have-I-got-to-lose sale. In eighth grade gym class we had the option to learn a new sport: field hockey. I thought “why not try it out?” (Because you end up addicted, that’s why!) In high school my coach emphasized all the benefits- making new friends, getting great exercise, learning valuable lessons about winning and losing (and running laps) as a team. They only asked for a few extra hours after school, and only for a few months. And if I didn’t like it, I wouldn’t need to try out again the following year. What happened? I played four years of varsity, and loved it more and more each year. It took a smaller trial instead of a full commitment to make the sale.

Many of us went on multiple tours to Grove City before we attended. We take a class or two before we decide our majors. We go on short, local mission trips before we go abroad. Now that you are in the shoes of a salesman, how can you break down your sale into more bite-sized chunks? Can you offer a trial period or evaluate customer satisfaction after some time? When going into a larger sale, if you can get the customer to think “why not” you are in good shape. Emphasize the high benefits and low risk. And of course, end with “you can always… if you change your mind.” to provide a feeling of security over the sale.