Never Let Your Customer Guess #shorts

20 Mar 2025 · 1 min

Watch on YouTube

0:51

In this YouTube short, Jesse Pujji emphasizes the importance of providing buyers with clear, concrete next steps in the sales process. He shares an anecdote about a tennis academy in St. Louis where the sales representative gave vague, open‑ended follow‑up instructions, leaving the buyer uncertain about what to do next. Jesse contrasts this with the ideal approach: a direct call to action such as asking the buyer if they’re ready to sign up or to submit payment, and outlining a step‑by‑step roadmap (e.g., “here’s an overview, then we’ll check class availability, then we’ll finalize enrollment”). The story illustrates how ambiguous communication can stall a deal, while precise, actionable guidance keeps the buyer moving forward.

Chapters

You never want the buyer or yourself to not know where they stand in the sales process. There's like some fancy tennis academy in St. Louis and, you know, the head of the club was asking me these things and I was like, I'd love to learn more about it and tell me about it. And so he goes, tells me about it. He's like, let me know if you're interested and we can discuss more. Probably not what I would do. I would say something like, are you ready to sign up? Or just send me your credit card and we can get you going. But then it gets even worse. I'm like, what's the next step? He's like, depending on their level, we need to see classes. Let me know how many times a week they can play. Like, this guy's not trying to put me on any rails. Like imagine if in the first email he had said, great to meet you, Jesse. Here's an overview of the program. Here's all the next steps. The next steps is we gotta see what classes are available. Then we do this, then we do this. And he walked me through the steps. Then I go, okay, cool. I know what to do here. But instead this guy, I mean, I was pushing for it 'cause I wanted my kids to play in this tennis thing. But this is an example of what not to do.