The Power Of Micro Commitments

Jeff Burlingame

Feb '25 • Sales Discovery Process

Throughout the sales process, you have opportunities to create momentum.

This momentum propels your future clients to a YES at the end of the sale.

One of the most EFFECTIVE ways to create predictable momentum is the Micro Commitment.

Think of it as a yes before the YES.

Here is the process (try this NOW!)

Once you know a persons SMART goals, follow this script:

YOU: "So, Mrs. Jones, you are looking to achieve GOAL 1, GOAL 2 and GOAL 3, Do I have that right?"

Mrs. Jones: "yes"

YOU: "Got it, and I'm curious, when you accomplish these goals... What will that do for you?"

Mrs. Jones: "Well...I would have OUTCOME 1, OUTCOME 2, OUTCOME 3" (at this point she will share with you what she REALLY wants. All the GOOD things that will happen for her)

YOU: "Okay, great! So, if we could help you get to OUTCOME 1, OUTCOME 2 and OUTCOME 3, would you see value in that?"

Mrs. Jones: "yes!"

That's the micro commitment. She isn't saying yes to the sale (NOT YET), however, she is moving towards it.

The more micro commitments you get throughout the sales process, the easier it will be for Mrs. Jones to say YES at the end!

Just remember, Telling isn't selling. Instead ask "If we could X, Would you see value in that?" This is FAR MORE EFFECTIVE!

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