Think about a common scenario: a follow-up. It's far more effective for the salesperson to agree on a specific follow-up time with the client rather than leaving it open-ended. Why? Because when you set the follow-up, you’re maintaining control over the progression of the sale.
Imagine a basketball game. The team that controls the ball has the opportunity to score. Similarly, in sales, when you hold the next step, you keep the momentum and drive the transaction forward. This simple but powerful behavior is something experienced sellers know well. They understand that possessing the ball—having the next step clearly defined and agreed upon—improves their odds of winning the sale.
Here are a few tips to help you keep control:
- Set Clear Next Steps: Always agree on the next action before ending a meeting or call. Define who will do what and by when.
- Schedule Follow-Ups: Don’t just say, “I’ll follow up next week.” Instead, say, “Can we schedule a follow-up call for next Tuesday at 10 AM?”
- Confirm Commitment: Ensure that both parties are committed to the agreed next steps. This reinforces the importance and keeps both sides accountable.
By maintaining control over each step of the sales process, you can significantly increase your chances of closing the deal. Remember, possession is power. Keep the ball in your court and drive your sales success.
