#009 | Prepared Next Steps
Paul M. Caffrey
└? Prepare Ambitious AEs to Become Top Performers??...how?→ | SKO Keynote Speaker ?? (NSA & PSA), Team Training & 1:1 Coaching | Author ?? "The Work Before the Work" | Founder @ Ambitious Account Executives
From January 10th on with 20% of quota...
to January 31st with over 600% of quota closed.
One skill helped me do this.
PREPARED Next Steps.
FOR EVERY CALL!
Book the next meeting
Specifically booking the meeting in the meeting.
But not stopping there.
And the meeting after too!
Provisionally booking the follow up meetings too!
How do you secure next steps?
Pre Call Preparation.
When you hear that MEETING REMINDER.
Use it to prepare Next Steps.
And bring those Next Steps to the meeting.
DON'T...
Don't ask the prospect what they want to do next.
Don't follow them.
DO...
Recommend what the prospect should do next.
Lead the prospect.
The best way?
Prepare the best possible next step for the meeting in-advance.
Prepare the broad possible next step options too.
What are you looking to achieve?
"I recommend we arrange a demo with you and Simon on Monday to show how you can achieve XXX outcome with our solution."
Book the next meeting too.
"Typically we meet a couple days after demo's to get feedback and share commercials on exact requirements, will we provisionally book that session now?"
Then send the invite when your still in the meeting.
"I'm guessing you can see your calendar, I just send a placeholder invite - did you get it?"
Then you can add the details later.
Remember,
Prepared Sellers Outperform the Competition.
Paul M. Caffrey
p.s. Monday's coaching session with Ambitious Account Executives will go deep into next steps. Wanna join? Find out more here.
Managing Director at ignyto
1 个月Excellent Paul M. Caffrey ????