Always Book the Next Call (Sales Hack)
Summary
- The best salespeople always know when they will talk to the prospect next.
- Never let a prospect fall through the cracks without a clear next step.
- If a prospect says they’ll connect offline later, handle it right then and there.
- A time obstacle is still an obstacle and should be resolved immediately.
- Both parties should have their calendars open to set a follow-up time.
- If a prospect is unsure, address their concerns directly.
- Ask them about the urgency: How much are they losing daily by not using the solution?
- Emphasize the importance of acting soon and handling the problem.
- Ending a call without a clear next step leads to losing sales.
- Always book the next meeting during the current one.
Video
How To Take Action
I would suggest implementing these strategies to improve your sales process and ensure you're always moving forward:
Always Schedule the Next Meeting: Never end a call without knowing the next time you will speak. This ensures the prospect doesn’t fall through the cracks. Open your calendar and get a date on the books before you end the conversation.
Handle Time Obstacles Immediately: If a prospect says, “Let’s connect offline,” address it right then. A time obstacle can delay your progress. Open both your calendars and book a follow-up time immediately.
Address Uncertainty Directly: If a prospect is unsure about scheduling the next call, get to the root of their hesitation. Ask them how much they’re losing each day by not solving the problem you’re addressing. Make them see the urgency of acting soon.
Emphasize Action: Always highlight the importance of taking immediate steps to handle their problems. This urgency can push them to commit to a follow-up meeting and eventually a sale.
Book Meetings During Calls: Make it a habit to always book the next meeting while on the current call. This keeps the momentum going and helps avoid losing potential sales.
By implementing these strategies, you’ll have a more effective and efficient sales process. You’ll also ensure that each prospect stays engaged and moves closer to becoming a customer. These small changes can lead to big results without needing a lot of money or time.
Full Transcript
the best salespeople never finish a call with a prospect not knowing when the next time they're going to talk to the prospect so that Prospect should never fall into no man's line they should never fall between the cracks where they're like I don't know and so if you get to the end of the call and they're like yeah let's uh connect offline and we'll you know we'll Circle back up and we'll find another time no you have to address it at that time because a Time obstacle is still an obstacle and you can resolve it right then you both have your calendars up you can both make the decision if someone's like well I'm not sure then you actually address the concern like isn't this a problem for you how much you losing every day not implementing the solution in your business how much of a problem is this in your life and why isn't it something that we'd be doing sooner right and so you want to address those things because these are obstacles and so if you just get off the call Jolly then you actually lose more sales so you always book a meeting from the meeting
