HERE IS A POWERFUL TIP FROM THE BOOK “NEW SALES SIMPLIFIED” BY MIKE WEINBERG:
It’s simple: Define and schedule the NEXT STEP.
Salespeople like to brag about the great job they did conducting a sales call.
Sometimes the stories take on a life of their own, kind of like fishing stories.
Each time the story of the incredible sales call is retold, it becomes more dramatic.
The fish gets bigger and the salesperson looks more and more heroic.
There is one question every salesperson should be able to answer following each call:
WHAT’S THE NEXT STEP?
More often than you’d think, that next step hasn’t been defined.
If you left without defining and scheduling the next step, then you failed.
They loved you and told you so, but you forgot to define the next step for both sides? Failed.
You gave the greatest presentation of your life and received a standing ovation, but you left without agreement on the next step? Also a failure.
The final stage of a winning sales call is the simplest stage of all.
Define what comes next.
ASK THIS ONE QUESTION:
“What do you suggest as an appropriate next step?”
This question is all it takes to bridge toward agreement on what comes next.