Be Series: BE Committed – Not Just in Words, but in Action June 2025

BE Committed – Not Just in Words, but in Action

For Sales Leaders Everywhere

June’s Sales BE Series focused on one of the most misunderstood and under-practiced concepts in sales: commitment. Not the kind we talk about, but the kind we demonstrate through action—especially when it gets hard.

Commitment Means Doing, Not Just Saying

We’ve all heard the phrases: “Sell yourself,” “The customer is always right,” “They’ll come back if they’re interested.” But do your actions align with the outcomes you say you want?

If your goal is to close the sale, are your actions—your preparation, questions, connection, and confidence—actually driving that result? Are you showing the client a clear process, setting expectations, and leading them to the decision point? Or are you hoping it just happens?

We’re not here to wait. We’re here to lead.

Being Committed vs. Being Attached

Here’s an important distinction:
Being committed means staying the course until the sale happens.
Being attached means needing it to happen your way.

When you’re attached to the outcome looking a certain way—today, with no objections, with lots of praise—you create pressure that serves you, not the client. But when you stay committed, you bring the flexibility and professionalism that supports the client and builds trust.

Where Do You Give Up?

Every salesperson has a give-up point.
For some, it’s in the greeting.
For others, it’s when the objection shows up.
And for many, it’s in the silence that follows asking for the sale.

If you don’t know where yours is, it’s time to find out. That’s your growing edge.

Objections aren’t rejections. They’re feedback. And if you find yourself hearing a lot of them, take a hard look at your discovery questions. Are you learning what matters most to your client before you present? Because if you don’t know their priorities, your presentation is just information—and objections will follow.

Your Close Ratio Is Telling You Something

If you’re not closing, one of three things is probably true:

1. You didn’t enter the conversation intending to close.

2. You didn’t ask for the sale clearly.

3. You didn’t ask again.

Persistence isn’t about pressure—it’s about professionalism. And tenacity means trying again, a different way, because you believe the sale should happen.

Practice your closing questions.
Know your promotional tools.
Plan for objections.
Get your team involved with mock presentations.
And for sales managers—get on the floor. Intervene when necessary. Show them what leadership looks like in action.

Why This Matters

We’re not in the business of hoping. We’re in the business of guiding. That means practicing. It means preparation. It means working through the discomfort.

If you want to improve your team’s close ratio, elevate the way you support them. Practice asking for the sale. Help them identify their give-up points. Challenge them to align their actions with the outcomes they say they want.

Now, go practice staying committed—not just when it’s easy, but when it matters most.

oxo
Jody