Increase sales is the business goal of every business from the single office/home office to Fortune 1000 companies. Every one is looking for better ways to enhance the sales process, to gain successful selling skills and to secure more revenue to the bottom line. Maybe, they are failing to use this one word.

So what is that one word? Agreement This word has truly almost magical power when used during the sales process.

According to Webster, one of my favorite friends, agreement means to being in harmony and understanding between individuals or a contract. The key word is contract. By having agreement means having a verbal contract. Through the articulation of this word by the sales person to the prospect and the prospect positively acknowledging agreement provides permission to go to the next step of the sales process. Fairly simple and straight forward isn't it?

Without agreement, you, the sales person, may be wasting a lot of your time from additional meetings to writing proposals. How many times have you written a proposal only to have it sit in limbo without any action being taken? NOTE: A future article will discuss how to improve your proposal success.

Here is an example of how I use this powerful word within my business coaching practice that truly implies giving one's word through a verbal contract.

After the fact-finding session, I usually ask a closed ended question such as: "Are you in agreement with the situation that I have just described or is there something that I am missing or misunderstanding? Note: The situation includes demonstrating quantifiable results that easily reflect a significant, positive return on investment. I wait for the response both verbal and non-verbal before proceeding to the next question.

I then present how the coaching will proceed including an overview of objectives, schedule, retainer payment and payment of the balance. Since one of my values is to provide a money back guarantee less retainer, my clients feel confident that I am a person of high integrity and performance driven.

Again, I secure a verbal agreement from the prospect after I have shared with him or her the details of the coaching engagement. This final check in is critical just in case a new obstacle surfaces.

If you haven't used this powerful word – Agreement, then give it a try. I can only share with you my experience. Since using this word within my selling skills as a business coach, I have probably doubled my close rate and reduced my meeting times with prospects by at least 50%.