There is an extreme over-rotation in sales on setting next steps. Setting next steps is NOT always a good thing.
๐ Bad: Never setting next steps
๐ก Okay: Setting steps on every deal
๐ข Good: Setting steps on REAL deals
Instead, first determine if the deal is worth setting next steps with at all. Then, you should recommend the appropriate next step, but only if your prospects have proven that it's worth keeping them in your pipeline.
That's where the Five Minute Drill comes in: Three questions you can ask at the end of every single call to determine if and how you set a next step.
๐๐ฎ๐๐ฌ๐ญ๐ข๐จ๐ง 1: ๐๐จ ๐๐จ๐ฎ ๐๐๐ง๐ง๐ ๐๐ฎ๐ฒ?
If you can practice ONE THING, it's this. Any time you offer a demo, a pilot, a proposal, you are giving your time away to a prospect.
And that's fine. But only if you get something in return.
If you're investing more time with them, you should expect that they won't waste it and affirm that this is actually leading somewhere.
๐๐ฎ๐๐ฌ๐ญ๐ข๐จ๐ง 2: ๐๐ก๐๐ง ๐๐จ ๐ฒ๐จ๐ฎ ๐ฐ๐๐ง๐ง๐ ๐๐ฎ๐ฒ?
You can't properly suggest a next step until you understand their timeline to solve the problem we just agreed upon.
If they want to solve this problem in 3 weeks, we'll use their answer to drive far more urgency than if this weren't a problem to solve for 6 months.
๐๐ฎ๐๐ฌ๐ญ๐ข๐จ๐ง 3: ๐๐จ๐ฐ ๐๐จ ๐ฒ๐จ๐ฎ ๐ฐ๐๐ง๐ง๐ ๐๐ฎ๐ฒ.
Guess what, the last question isn't a question.
You should always suggest and confirm next steps because you've sold your software far more times than they've bought it.
Frame your ask in terms of their best interest, not yours. Based on what you learned in the first two questions: what is the next step you need to take to solve their problem by the time they want it solved?
And don't just suggest one next step, suggest next-next steps so they explicitly buy into a sales process, not a free 60 minute demo.
Full breakdown of the 5 minute drill: https://www.30mpc.com/newsletter/how-to-set-next-steps-in-sales-with-the-5-minute-drill
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