Welcome to issue #95! Did someone forward this to you? If so, Subscribe here!

Although every conversation with a buyer has its nuance, there is one thing that has to be done, EVERY. SINGLE. TIME. Without being skipped.

You MUST set a next step.

Ideally, I want this to be a scheduled call on the calendar. As close to 100% of the time it has to be. There is almost no reason it shouldn’t be.

However, there are times where it may not be feasible or necessary to have a scheduled call.

I get it.

But, that doesn’t mean you don’t set a next step.

Otherwise, deals slip. Otherwise you’re left “following in” and “checking in”.

So, how what does setting a next step look like then?

To make sure you hit the bullseye with this, you only have to focus on three things.

It’s going to sound different depending on the call situation or industry or type of product you offer.

But, the process is still the same.

At the end of the call you recap the specific problem(s) that were discussed that need to be addressed in the near term.

You assign specific action steps that need to happen to address it from both sides.

And you agree when you all are connecting next.

That’s it.

Sometimes it’s easier to share what’s not the thing in order to hit the point home.

So, let’s be clear, a next step is not…

“Just email me in a few weeks to check in on this”

“Follow-up next week to see where we are at”

“We’ll get back to you once we have that meeting”

Leaving the call without anything set in stone is a big no-no.

Don’t get caught in this trap.

There is nothing to overcomplicate here. Just don’t leave your buyer conversations without knowing exactly what happens next.

And agree on a clear, actionable step that moves this partnership forward.

Do that every time and you create momentum.

Don’t and you become the chaser.

Think of the next call you have on the books.

How are you going to wrap that call up?

What are you going to absolutely make sure happens to create momentum versus chasing?

Send me a reply and let me know what you’re thinking, I read every one.

Need to get a quick W?

I offer one-time sessions to go deep into the specifics of whats happening today.

→ Set up a deal review audit: It’s deep-dive into active deals and how to get them over the finish line.

→ Get a sales call roasted: I review a real sales call and provide an in-depth, tactical overview for immediate improvement.

Want to build a repeatable sales foundation?

These help you build the skills and systems for the long-haul and a foundation to accelerate growth.

→ 90 Day Sales Accelerator: Hands-on coaching built around your pipeline and growth objectives.

→ Team Workshops: Live team training built around real friction points in your sales process.

→ Fractional Sales Leadership: Ongoing leadership for startups growing out of founder-led sales