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14min chapter
10 (Sell): Managing every part of the deal process from first calendar invite to close (John Barrows, Host of Make it Happen Mondays)
30 Minutes to President's Club | No-Nonsense Sales
Managing Expectations and Scheduling Next Steps
The hosts discuss the importance of expectation setting and scheduling next steps in the sales process. They highlight the need to ask the prospect about their preferred method of receiving information and scheduling follow-up calls. They also mention artfully resetting prospect expectations and using a meeting efficiency survey for gathering key information.
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