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All of my clients have the same wish — to infuse the sales process with more certainty, from start to finish. 

Resoundingly, the most detested part of the sales process for my clients is “following up.” They have great sales conversations, send kick-ass proposals — then wait. And wait. And wait some more, wondering if they should follow up again. 

It’s an energy killer. All the waiting. All the worrying. 

There are several best practices for wrapping the sales process with more efficiency and ease, but for this week, I’ll focus on just one. 

In your next sales conversation, I want you to ask one simple question of your potential client:

By when would you like to make this decision? 

Whether you sell B2B or B2C, whether you have a lengthy sales process or a short one, ask it. 

Why? 

  • Because the feedback you’ll receive will inform your next steps and open up a conversation about what’s needed for them to make the best decision. 
  • Because this question is kind — you’re empowering them to create a deadline, not imposing your own.
  • Because you’ll have a timeline to generously hold them accountable to, and you’ll feel more comfortable following up. 

It’s a win-win. At the very least, the question will shed more light on how the sales process is going to go, allowing you to better forecast and plan. 

Give it a try and let me know how it goes — drop a comment below!

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