The game of pool is a great game. It can teach us many things about sales. The object is to sink the ball you are shooting and set the cue ball up for the next shot. If you master that skill in pool you will be very successful. Sales is no different. With each call or face to face meeting you should be setting up the next step. It's important that we communicate what happens next to the prospect or customer to keep the sale moving along. If we don't utilize this valuable action in the sales process there is no follow-through, urgency or clarity about what is going to happen next. Remember, confused people will not take action. With this call, “What is the next step” hear the lack of urgency and sense of unimportance when conveying the follow-up. It is vital that we communicate what the next step is so the prospect or customer knows what is going to happen next. In sales, just like in pool, remember, with each action you take, make sure you “set up your next shot”.
What would you have done differently?