The Audible-Ready Sales Podcast Own the Next Step in Your Sales Meetings
8 snips
May 30, 2023 In this engaging discussion, sales leader Brian Walsh shares his expertise on navigating sales meetings. He emphasizes the importance of controlling the next step in the sales process to avoid leaving decisions up to customers. Brian advises on setting meeting objectives and tailoring next steps based on client dynamics. He also underscores the benefit of briefing clients ahead of time and highlights the need for flexibility during meetings. Preparation and active listening, he insists, are key to achieving successful outcomes.
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Predefine The Next Step
- Prepare the next step before the call so you don't leave the decision in the customer's hands.
- Assume 80% of the time the customer won't know the appropriate next step, so don't wing it.
Personalize Requests To Role
- Tailor the next step to who you're meeting and their role in the decision.
- Tie each requested action to the buying decision and keep it appropriate for that person.
Next Steps Must Be Realistic
- Next steps must be attached to the person you asked to do them, not to an unrealistic senior contact.
- Appropriateness and political alignment determine what you can reasonably request.