Setting Backstop Meetings for Urgency

Establishing backstop meetings is crucial in maintaining momentum during the sales process. By suggesting a follow-up meeting before the end of a current discussion, sales representatives can create a sense of urgency around scheduling and decision-making. If there are delays in confirming the next steps or if a prospect conveys uncertainty, throwing a calendar invite can prompt a response that either schedules the next meeting or reopens communication. This tactic helps prevent being left in limbo, ensuring that the deal does not lose traction.