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A concrete framework, from a long-running sales training school, for making sure every call ends with a mutually agreed, specific next step instead of a vague let's touch base. It explains why skipping this step is the single biggest reason deals go quiet after what felt like a good conversation. Read it before your next discovery call.
How to Ensure Every Call Ends with Next Steps
From Sandler Training by Frank Gustafson
- A call that ends without a specific next step is a call that is likely to go dark.
- Ask for agreement on next steps out loud, do not assume the prospect will follow up.
- Co-create the next step with the prospect instead of just telling them what happens next.
