From the course: The 52 Best Sales Prospecting Tips

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Always have a next action

Always have a next action

From the course: The 52 Best Sales Prospecting Tips

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Always have a next action

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- Why do sales opportunities that seem to be going well end up fizzling out? Why do prospects that were initially engaging go off grid and stop replying to communications? What's the most common reason sales processes fall apart? It's because next steps aren't booked in and owned. A salesperson and a prospect could have a great meeting, they could make grand plans and the prospect could be ready to buy, it's the perfect scenario. But then, a next action isn't agreed. The prospect thinks the salesperson's going to follow up and the salesperson thinks the prospect is going to call to buy but the actions weren't arranged and agreed. Neither have the action to complete and so it's forgotten. Other opportunities, various meetings, and endless to-do lists push the opportunity off the table and it never happens, which is bad for both parties. The salesman misses out on the sale, and the prospect doesn't get the value added, and both…

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