What is a key aspect of the Commitment Stage?

• A. Using commitment questions to help the prospect take the next step towards purchasing
• B. Dramatically lowering price without consent
• C. Rushing to close without questions
• D. Only discussing product features

Answer: (A)

In this stage the focus is on using commitment questions to guide the prospect toward the next step in the buying process. These questions are designed to elicit small, affirmative steps that confirm readiness and create momentum—things like agreeing to a proposal, scheduling a follow-up, or approving a pilot. This approach respects the buyer’s autonomy and builds trust by moving forward only with their consent. Actions like dramatically lowering price without consent, rushing to close without questions, or sticking to product features alone don’t advance true commitment; they sidestep the buyer’s decision process and can damage rapport.