There is an extreme over-rotation in sales on setting next steps. Setting next steps is NOT always a good thing.
🛑 Bad: Never setting next steps
🟡 Okay: Setting steps on every deal
🟢 Good: Setting steps on REAL deals
Instead, first determine if the deal is worth setting next steps with at all. Then, you should recommend the appropriate next step, but only if your prospects have proven that it's worth keeping them in your pipeline.
That's where the Five Minute Drill comes in: Three questions you can ask at the end of every single call to determine if and how you set a next step.
𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧 1: 𝐃𝐨 𝐘𝐨𝐮 𝐖𝐚𝐧𝐧𝐚 𝐁𝐮𝐲?
If you can practice ONE THING, it's this. Any time you offer a demo, a pilot, a proposal, you are giving your time away to a prospect.
And that's fine. But only if you get something in return.
If you're investing more time with them, you should expect that they won't waste it and affirm that this is actually leading somewhere.
𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧 2: 𝐖𝐡𝐞𝐧 𝐝𝐨 𝐲𝐨𝐮 𝐰𝐚𝐧𝐧𝐚 𝐛𝐮𝐲?
You can't properly suggest a next step until you understand their timeline to solve the problem we just agreed upon.
If they want to solve this problem in 3 weeks, we'll use their answer to drive far more urgency than if this weren't a problem to solve for 6 months.
𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧 3: 𝐇𝐨𝐰 𝐝𝐨 𝐲𝐨𝐮 𝐰𝐚𝐧𝐧𝐚 𝐛𝐮𝐲.
Guess what, the last question isn't a question.
You should always suggest and confirm next steps because you've sold your software far more times than they've bought it.
Frame your ask in terms of their best interest, not yours. Based on what you learned in the first two questions: what is the next step you need to take to solve their problem by the time they want it solved?
And don't just suggest one next step, suggest next-next steps so they explicitly buy into a sales process, not a free 60 minute demo.
Full breakdown of the 5 minute drill: https://www.30mpc.com/newsletter/how-to-set-next-steps-in-sales-with-the-5-minute-drill
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How To Set Next Steps In Sales With The 5 Minute Drill | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
