From the course: B2B Sales: Pre-Call Prep
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Define the best and second-best next steps
From the course: B2B Sales: Pre-Call Prep
Define the best and second-best next steps
- [Instructor] Successful salespeople know that securing next steps during each prospect meeting is the single best way to ensure more contracts. Top performers see a direct correlation between clear and committed next steps with their prospects and increased revenues. Just think about that for a minute. Extra commissions, bonuses, and more sales recognition. The secret to accessing those dollars lies in putting together a series of next steps, call by call, which lead to increased contract wins. So let's talk about how to prep for each prospect meeting to create prospect momentum. The single most important thing I can tell you is that talking about next steps needs to be woven in early, as part of your sales conversation. You have to talk about them throughout the meeting so you're in a position to nail down the details in the last part of the meeting. Don't fall into the trap of waiting until the end where there's risk of running out of time. The next steps you establish must be…
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