Defining Clear Next Steps (The Backbone of Progress)

Defining Clear Next Steps (The Backbone of Progress)

Purpose of This Lesson

To ensure every interaction moves the deal forward.

Why “Next Steps” Are Often Weak

Salespeople often end meetings with:

• “We’ll follow up”
• “Let’s stay in touch”
• “We’ll review internally”

These are non-steps.

They create:

• Ambiguity
• Delay
• Loss of urgency

What a Strong Next Step Looks Like

A strong next step includes:

• What will happen
• Who will do it
• By when

Example:

“You’ll review this internally with finance by Thursday, and we’ll reconnect on Monday to decide on scope.”

This creates commitment, not pressure.