Sales Training Tip: Have a Clear Future

How many times have you left a meeting feeling good about your presentation, only to realize you don't really have a plan with your prospect of what's coming next? Having a clearly defined idea of the next step is a very important part of the sales process. In a recent blog post, Brooke Green of Caskey Training discussed this situation, and what you can do to get on the same page as your prospect.

I was recently working with a client on knowing "What's next?" with their prospects and clients. It's a huge part of controlling the sales process. What we discovered is that my client is clear about what they think is going to happen, but they haven't shared it with their customer!

How do you know if you're all on the same page? Your customer may have an entirely different plan.

Here are six things to do every time you leave a meeting so that you are in control of the process, and your client is never surprised:

1. If your gut is nagging you, something has been left unsaid; never leave with a nagging feeling.

2. Always recap what you've heard in the meeting and make a suggestion for what you think the next step should be; remember your prospect is looking for you to lead them.

3. If there is no next step, don't try to make something up! Be okay with saying, "Goodbye, we're not a good fit."

4. If you know there is something there, but you're not sure "What's next?" it's okay to say so. Say something like, "I would like to digest what we discussed today. I think there is a reason for us to meet again, but I'm not sure what should happen next. I'll be in touch in the next day or so with some ideas on how to move forward." It's still a "clear future". No one is left wondering "What's going to happen after you leave?"

5. Your "clear future" should be how you open the next meeting. "Mr. Smith, we agreed in our last meeting that today we would talk about signing a contract..."

6. Your meetings should be followed up with a recap, either by letter or e-mail. The recap should state what you heard, what you decided to do and when you will do it.

"In our training, we work with our clients on always having a 'clear future,'" says Green. "How many of you have left a meeting thinking it was a good meeting but also saying to yourself, 'I wonder if I should call them? Should I send an email? Maybe I should wait for them to call me?' A "clear future" is a great tool for keeping the right deals in your funnel and to keep those deals moving forward."

Brooke Green is a speaker and consultant with Caskey, a firm specializing in training and developing B2B sales teams through face to face training, teleconferencing, written material, custom podcasts and one on one coaching. Learn more at www.caskeyone.com

The Eight-Point Buyer Checklist

How many times do you leave an introductory meeting, or hang up from a phone call with a prospect, only to realize that you are missing critical information that you need? Instead of slapping your head, like in the old V-8 commercials, use sales trainer George Ludwig's easy acronym -- BEND 4P's - to help you remember what you need to know.

B-BELIEFS: What does the buyer believe about you, your product or service, your competitor, etc.?

E-EVALUATION PROCESS: How will the buyer evaluate your product? What criteria will he or she use?

N-NEEDS: What does the buyer really need?

D-DESIRES: What does the buyer really want?

P-PSYCHIC WOUNDS: Does the buyer have any ill will toward your company, you, or a particular type of product or service?

P-PERSONAL INTERESTS: What are the buyer's hobbies, his or her family life, favorite sports, etc.?

P-PERSONAL MENTORS: Whom does the buyer look to for similar buying decisions? What references will he or she accept?

P-PERSONAL SUCCESSES: What is the buyer proud of? What has he or she purchased before that gave him or her a personal win?

Remember to get the answers to the BEND 4-P QUESTIONS, and you'll be better armed to better serve the buyer and close the sale!

George Ludwig is an author, speaker, and consultant with years of experience as a top-seller. He developed his Power Selling Process and the Double Your Income Power Seminars after 20 years of researching the most successful sales strategies in the world, and is the author of the book Power Selling: Seven Strategies for Cracking the Sales Code. Discover your sales strengths and weaknesses at www.GeorgeLudwig.com.