The Next Step by Eric Slife

When you walk away from an appointment, telephone conversation, or even after leaving a voice mail message, always know the purpose of the next contact and its purpose

For example, you just completed a meeting with a prospect, and you need to reconvene the following week. Before you end the call, summarize what you just discussed, confirm what each party agrees to do before the next call, and get mutual consensus on what the outcome will be for the next call.

It might sound something like: “Sally, I really appreciate you meeting with me today. Just to make sure I understand correctly, when we meet next week, I will have the following information for you… In addition, you are going to meet with your boss on Friday to get the following information… At, the conclusion of next week’s meeting, you will be able to give me a ‘yes’ or ‘no’ if it makes sense for your company to proceed. Is this correct?”

Before the follow up appointment, email a simple reminder of the upcoming appointment regarding what will be discussed (agenda) and what will be accomplished.

Following the above simple steps will result in multiple benefits:

• You will have a better idea where you are at in the sales process.


• Your forecasts will be more accurate.


• Your calls will be more productive because you have an agenda.


• You won’t waste time with prospects that aren’t serious.


• You are less likely to waste your prospect’s time.


• You shorten your sales cycle, because things get done in a timelier manner.

If you are a sales manager before each call ask your reps what is their goal for their next meeting and why. You can then debrief them at the end of the call as to what is the next step. This will get them in the habit of planning each call.

About The Author

Eric Slife is president of Slife Sales Training, Inc. and developer of Team Training.

Regardless if you are a single individual or manage a large sales force spread across the globe, Team Training Program provides comprehensive sales training that is easily accessible and affordable.

Visit www.salestrainingcentral.com today and receive a free 7 day trial and download their recent program Anatomy of A Lousy Sales Pitch.