TRANSCRIPT: Have you ever been a part of a sales process and the salesperson actually listens to you? It can be so nice and refreshing because so many times stereotypical salespeople are pushy and, you know, one of my favorite phrases that I learned from a sales coach named Tom Black here in Nashville. Tennessee is “The next step is…”, you know, “the next step is for us to schedule that demo”. “The next step is for us to schedule at a time for you to talk to one of our clients.” “The next step is for us to get that agreement signed.” “The next step is an implementation date, and here it is.” That phrase “the next step is” is helpful, it's clear, it's focused on the client and helping them along the journey.

And that's what great salespeople should be: guides.

And, you know, the prospect might say, I'm departing the path, I'm going a different way. Okay, but your job, as a salesperson is to really help them along the way and make sure there are very clear steps to take. So “the next step is” for you to notice the next time someone who's a great salesperson uses that phrase or that methodology as a guide. Take care.