SLH SALES SYSTEM SALES TRAINING MORSEL #5

SO, WHAT’S NEXT?

It’s amazing how often I hear Sellers complain that they get strung-along by Buyers – partners have to talk to other partners; spouses have to talk to spouses; committees need talk to committees. The Seller doesn’t know how to proceed and the sales momentum peters out – a “sales black-hole” is created.

But, the problem may be us. Let’s help our Buyers advance the sales process and create a framework in which we can all work together.

It is essential to always establish a “next step” in the sales process. This next step should be articulated by us, confirmed by us and memorialized by us.

                       The easy part. Establish the next step by asking, “What’s the next step?”  (Really!)

                      

                       Then, confirm with “Let’s do this.....How’s that sound?”

                       Then, in writing with a “Next Step Scenario Memo.” Send this via fax or e-mail immediately following our telephone call/face-to-face meeting. It goes like this:

“NEXT STEP SCENARIO MEMO”

                       Thanks for your time.

                       I (the Seller) am going to ......

                       You (the Buyer) are going to .....

                       We are going to ......

                       How’s that Sound?

                       Again, thanks.

It’s possible that the Buyer may not be tasked with an action all the time. Or, that there may not be joint action required. But, the Seller’s next step must be included 100% of the time.

Oh, one more thing. The next time a Buyer tells you that they’ll get back to you, ask this question...

                       “If I don’t hear from you by when, when should I reach out to you?”

And, you’re on your way.

What do you think?

SLH℠ Sales System “Morsels” are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of SLH℠ Sales System.