The commitment gap is the massive distance between yes and maybe
The commitment gap refers to the significant difference between a strong affirmation of agreement, like "yes," and a more hesitant response, such as "maybe." This concept highlights the challenges sales professionals face when trying to secure firm commitments from potential customers. Understanding this gap is crucial for sales success, as it often reflects a lack of confidence or clarity in the buyer's mind.
In his book, "Selling with EASE: The Four Step Sales Cycle Found in Every Successful Business Transaction," author Chris Murray emphasizes the importance of recognizing and bridging this commitment gap. By doing so, salespeople can enhance their effectiveness and better navigate the sales process, ultimately leading to more successful transactions and satisfied clients.