Advancements are your friend, continuations are not
An issue with many salespeople is they simply don’t ask.
What are the next steps on your end? Words that make your sales manager smile when listening to your calls. As we mentioned in the previous article,
Sales Call structure -
It’s important to ensure we obtain commitment
Here is an important element that often gets overlooks. One of the main things we are looking for to finalise our sales call is a clear acute understanding of what the next steps are for ourself the seller and the buyer. What we are looking for is any signs of advancement which can be loosely defined as any actions to be completed by the buyer that will bring us closer to the close of the deal
We are looking for Advancement in our sales calls. What is an advancement? It a clear outline next steps that your buyer will action that will bring them and yourself close to the deal close
Here are a few examples of advancement:
-Agreement to trial product
-Access to parts of the account that were off-limits
-Introducing to fellow stakeholders
-Agreeing to a follow-up calls
In most cases what your sales manager will see is continuations. These can be defined as the sale will continue but no specific action has been agreed with the customer to move it forward. To avoid this awkward talk to with your sales manager we would recommend ensuring you outline and review all objectives ahead of you reaching out to your leads
Here are a few questions to ask yourself before reaching out to your lead:
- Will this result in customers agreement to clear and speck action which will move the sale forward 🤔
- How can I provide value that will move the sale forward? 🤔
- If I don’t see any opportunity for an advancement should I call? 🤔
Why the above? In general, leads distrusts the following reasons for you reconnecting with them: to collect info, keep in contact, develop a relationship
