What's the Next Action Step?
This short tip may be something that is old hat to the seasoned sales professional. But, it is one that I notice many new professionals ignoring.
What is the next action step?
It is a whole lot easier to get a car to change direction if it is moving than it is to get it to change direction if it is at a stand still.
The same is true of a sales discussion.
After a discussion with a client it is a whole lot easier to have another if an action step has been identified versus if there has not been one.
Perhaps the action step is something as small as obtaining an answer to a question, or doing some research. Perhaps it is provide pricing or profiles of key resources. Whatever the action step is, it is important to identify it before finishing the present discussion as it is a lot harder to re-initiate things if there has been nothing identified.
The best next action step is when there is mutual action... ie. You (the sales professional) is going away to do something AND your client is going away to do something.
Mutual action steps are a sign of an engaged client who is wanting to push the process forward with you.
I hope you find this reminder useful and it enhances your day to day activities.