Radio Sales Today

RAB Research and Sales Tips

Always agree on a next step

Before you leave that first meeting with a prospect, always establish a next step. Clearly articulate what you believe should happen next – perhaps it's another meeting, additional information, a discussion letter outlining what was discussed, or a presentation.

Then get agreement from the prospect that it is a good next step and set a time when the next step will take place.

Source: Sales consultant Bob Croston