One of the most common questions I hear is: "How do we sustain momentum in the sales process?" But here's the thing — momentum starts with you. Often, sales processes slow down right after a proposal is sent out. The client has everything they need to say "Yes," and then... radio silence.
Watch this week’s short video on the importance of momentum in sales.
Many sales teams make the mistake of sending out proposals without locking in a clear next step. If you want to sustain momentum, you have to create it first by securing that next step before sending anything over.
For example:
“So Tony, I recommend the best next step is to send a proposal across to you showing the detail of what I think we should do, and then we should book a date to speak a week later to find out your thoughts.
“In that call, we can start looking at the proposal, how it maps out across your own processes, the decision-making internally and, by the end of it, we'll know exactly what needs to happen to move this forward.
“Are you happy that I send that proposal and we book a call a week later?”
When you've qualified well, clients will happily agree. And remember, a vague “we’ll talk soon” isn’t good enough. Get that date and time in the diary!
You can’t always control the buying process, but you can give yourself the best chance to drive the process forward through creating and sustaining momentum.
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