How many times have you gone on the sales call and you’ve left there with some vague idea about what was going to happen next?
You made an assumption about what the next step was. You assumed something was going to happen when in fact, you aren’t even close to what happened. If there is to be a subsequent discussion with a buyer or prospect before you agree to have a subsequent discussion, you must clarify what’s going to happen at the next conversation–when’s the next conversation going to take place, what are we going to talk about, who’s going to be involved in that conversation, and most importantly what decisions are going to be made at the conclusion of that conversation.
