Lori Richardson, the Sales Coach here on AllBusiness.com, was offering Sales Tips this past week. Her Tip #3 is:
Always set a next action – with your day and with your
prospective customers. Knowing what your next action is will help you to plan the
road to closure of the sales opportunity you are working on. Once you set a
next action, your prospect knows what to expect, and you know what to do next,
and by when.
That’s an important step in any complex sale, and it’s equally important to every facet of running a complex business. There are natural pauses in every business activity. Make it a point to train your employees, and to practice it yourself, to always plan what’s next. It’s like a chess game –you can’t win if you only think one move at a time. Think ahead and know what you need to do next to achieve what you are aiming for.