Photo credit: Matt McGee
-“How was your sales meeting?”
-“Very well. They said they were interested to know more”, says the sales manager. “And we’ve agreed the next step”.
-“Great, and what after that?”
I assume this isn’t a situation you ever faced but, more often than not, “the next step” is deemed to be a good outcome from a sales meeting or any meeting for that purpose. I actually believe there is a better way than next steps. Can you imagine knowing all that is needed to get to a close? Or even to the realisation that what you sell isn’t relevant to a prospect and therefore it is not worth invest more time into this specific prospect (or a demo for that matter).… Read the rest