Leading the Conversation

In our conversations with prospects, we want to make sure we’re leading all the way through to the end, yet we often run out of time without adequately addressing next steps. Here are some simple reminders of how to best close your conversation and remain in control of the dialogue along the way.

1. Manage your time effectively. Watch the clock, noting when you have five minutes left, then three minutes, and then stop the meeting to pivot toward what’s next. Discussing next steps is a must—make it a priority, even if you must interrupt the meeting to do so.

2. Prep them for the end at the beginning. In your upfront frame of the conversation, share that you’ll conclude your time together by talking about next steps. When you tee up this topic, you’ll get your prospect’s buy-in while also reminding yourself of what you need to cover.

3. Remember your options. If things are going great, tell the prospect what’s going to happen next (e.g., “As a part of our process, what we find works best is...”). If you can’t quite take the temperature of the situation, or you’re not sure where the prospect stands, give them a couple of choices: “We can move to the next step, or you might need some time to talk about it, and we can circle back and decide a little bit later.” Whatever happens, have a plan for stating the next move.

In each of these steps, you’re leading. You’re not pushing—you’re leading. Everyone truly wants to be led, so take the reins through the end of the conversation and effectively close with what’s next in your sales process.

Onward.
Tom

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