How To Set Next Steps In Sales With The 5 Minute Drill

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There is an extreme over-rotation in sales on setting next steps. Setting next steps is NOT always a good thing.

?? Bad: Never setting next steps

?? Okay: Setting steps on every deal

?? Good: Setting steps on REAL deals

Instead, first determine if the deal is worth setting next steps with at all. Then, you should recommend the appropriate next step, but only if you have your prospects have proven that it's worth keeping them in your pipeline.

That's where the Five Minute Drill comes in: Three questions you can ask at the end of every single call to determine if and how you set a next step.

(Note 1: This is part 4/4 of our discovery series. If you missed the previous entries, check out how to set an agenda, uncover pain, and ask discovery questions)

(Note 2: We covered this in June of last year on the noozy, but it's the quintessential last part in the discovery series and a great refresher even if you saw it last time.)

Question 1: Do You Wanna Buy?

[Preface The Investment] Before we talk next steps, we're both gonna invest a good amount of time here together. That might mean pulling in both of our technical teams for a demo or partnering on a business case to your CFO if the next call goes well.

[Pressure Test] So my question is, knowing what you know today, is it worth continuing to invest more time together?Typically when I'm talking to other marketing leaders, they're come to us with one of 3 common problems: 1. Sales teams don't know who you are... 2. Sales teams know you for 1 product, but you sell 3... 3. Sales teams know you, but it's hard converting awareness into intent... Which one is it for you?

If the answer's no, don't set a next step until they explicitly state what it would take for them to be a yes If the answer's yes, great. We can move on to the next question.

Read the Rest...

(including how to ask "when do you want to buy" and "how do you want to buy")

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