Choosing the Right Next Move

Choosing the Right Next Move

Purpose of This Lesson

To prevent automatic reactions.

The Four Possible Next Moves

After any interaction, you should choose one:

1. Advance (demo, proposal, workshop)
2. Educate (clarify value, reduce risk)
3. Pause (wait for alignment or urgency)
4. Exit (disqualify professionally)

Doing the wrong one damages credibility.

Common Mistake

Salespeople often:

• Advance when they should educate
• Push when they should pause
• Discount when they should exit

Maturity is knowing when not to move.