THE NEXT STEP SCENARIO MEMO
DAVID RUBINSTEIN
EDITED BY
JIM OLSON
Here’s something that will take just a tiny bit of time yet yield a more thorough understanding of “next steps” in the Sales process. And, should create more time to focus on more important things.
How many times have you heard from a client that they “forgot to do” what they said they would? Or, that they didn’t realize that they were supposed to do something at all? How often are we the culprit in not following-through on what was promised simply because our memory sometimes fails us? It is very tough getting old!
Today’s technology allows us to stay in touch as never before. Communication is instantaneous as many companies begin outfitting their Sellers with I-Pads or some other pad-option to this end. At the very least, almost everyone has a smart phone. Whether office-based or in the field, always put your next steps in writing. Begin using the “Next Step Scenario Memo.”
Within three (3) minutes of ringing off a call or leaving an office, send an e-mail...
THE NEXT STEP SCENARIO MEMO
Thanks for the time.
· Because it’s appropriate and professional.
I’m going to....
· Establish what I – the Seller – will be doing next.
· Establish a date and time to follow-up.
· Etc.
You’re going to...
· This is what the Buyer will be doing next.
· Check budgets.
· Arrange a meeting with colleagues.
· Etc.
We’re going to....
· Lunch, golf or the next meeting.
· Etc.
Always “chase it.”
· HTS?
Again, thanks.
· There you go.
This will take self-discipline to initiate but is well worth it. Everyone will know exactly their responsibilities and be clear about how things are going to proceed – if it’s said, it should be written.
What do you think?
Good Selling to you!
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 the SLH Sales System.
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