How to be a Pro at Closing Your Client - 5 Levels of Commitment

20h ago in General

Before we even dive into how to be pro at closing your prospects and how to use those 5 levels of commitment.

We have to understand what 5 levels of commitment even is??? So, we have 5 levels of commitment that we present to our prospect during the call.

#1 Being Paid in full, #2 Payment plan, #3 Deposit, #4 Scheduled payment and #5 Being committed to change.

We present these 5 levels of commitment when we usually get hit with Money objections or Partner objections or we’re in the stage of closing them.

These 5 levels of commitment will determine whether your prospect will be able to afford your services/products right away or we might need them to go through 5 levels of commitments in order for them to work with us. Now that we understand what 5 levels of commitment even is let’s see how it works

Btw, If you want my 101 Sales script doc on Partner Objections and Money Objections and how to handle them, that has helped me closed the most uncertain clients and get them to pay me in full!.

Then, Comment "Objection" and I'll send you the doc right away for free :)

Anyways let's get into level 1 commitment which is.....

1) Paid in Full (PIF)

First, start by pitching them on paying in full (PIF). The reason for this is that you want to "sell them downhill" if there's an issue. If you're always pitching them a payment plan, the best outcome you'll get is the payment plan. However, payment plans are still a win. Starting with PIF gives you a higher ceiling to work from.

2) Payment plan:

What you can do is transition to a payment plan to PIF (Paid in full) by giving them any benefit of paying you PIF. Maybe there's an extra service or something like that or extra part of your product or better product. If you PIF or they get delivered in a shorter period of time but i can farm that payment plan into PIF right which is the key and that's a fantastic way for you as a sales rep or business owner to collect more cash

3) Deposit:

The next level of commitment we’re aiming for is a deposit. Now, deposits aren’t full sales, but they’re definitely better than nothing. What we’re trying to do is get the highest level of commitment we can on that particular day with the prospect. Sometimes it's a PIF (Paid in Full), sometimes it’s a payment plan, and sometimes it’s a deposit. The point is, we’re always looking to get the highest commitment possible out of that conversation.

Taking a deposit as your next level down from a PIF or payment plan is still a really good step in the right direction. Now, not every deposit is going to turn into a full sale, but you’ve got a much better chance of closing than if you just let them walk away without any commitment at all. That’s why having a system in place to collect deposits is key — but even more important is having a system that transitions those deposits into full sales.

You need a clear process that moves someone from a deposit to a payment plan and eventually into paying in full. It’s all about using these systems effectively to maximize your results.

#4 Scheduled Payments:

So let’s say they can’t put down a deposit today, they can’t commit to a payment plan, and they definitely can’t do a PIF (Paid in Full) right now.

Maybe there’s a genuine logistical issue, or some other reason stopping them from taking that next step. What we’d go for in this case is a scheduled payment. This means setting a specific date for the payment to come out, which will kick off the administrative process of them becoming a client.

Now, this one’s tricky because there’s a lot of room for buyer’s remorse. People can back out before that date hits.

That’s why we need a system in place to keep them engaged and in touch, so those little doubts — those “devils thoughts” — don’t creep in and stop them from following through.

This process will involve trial and error, but you’ve gotta make sure it’s replicable. That means you should have a flow of texts, emails, and calls to keep them in the loop and on track, so when that scheduled payment date comes around, they’re ready.

Your next step down from a deposit is this scheduled payment plan — it’s like your last line of defense to keep the sale alive. If the person is really dug in, like an Alabama tick, and you can’t get any commitment, you go for the scheduled payment. It’s better than nothing, and you’re still in the game.

5: Commitment to change:

Sometimes, you can’t get a deposit, a payment plan, or even a scheduled payment — and that’s okay. What you go for in that situation is a Commitment to Change (CtoC) with a follow-up. The idea here is to keep the relationship alive and maintain contact. You get them to commit to some kind of change, even if it’s just mentally preparing to take the next step, and you set a follow-up date. It’s a great way to keep the prospect engaged, and it gives you the opportunity to nurture them for as long as they need. Whether they need more time to get the money together, shift their mindset, or work through whatever’s holding them back, you’re there with them through the process.

This is how you build a thick, healthy pipeline. It’s all about having a steady flow of prospects you’re constantly nurturing, so when they’re finally ready to buy, you’re top of mind.

In sales, you can’t expect to close every deal on the first call — you need to play the long game, because you can just one kill everybody :)

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