A common Sales Fail is Ending the Call Without a Clear Next Step.
Because saying, “I’ll get back to you in a few weeks.” is… well we all know… the kiss of death.”
We train reps to end strong with clearly defined next steps.
One way is to recap the discussion, state each person’s next steps or actions to take and calendar the next appointment with an agreed-upon date and time.
Recently several top performers shared a twist on lining up the next appointment and I believe this is a game-changer to several Sales Fails.
Here’s how it goes…
Set an upfront contract for the next steps at the beginning of the meeting.
It would go like this…
Thanks again for the appointment. Today’s agenda is to a, b, and c. Is this agreeable with you? Is there anything you’d like to add or remove?
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