A short YouTube transcript excerpt in which Kevin "KD" Dorsey emphasizes the necessity of getting a commitment at the end of every sales call. He advises sellers to always schedule next steps, set specific dates, and ensure relevant stakeholders (e.g., decision-makers, legal, finance) are on future meetings to increase the likelihood of closing.
Get a commitment to something at the end of every single call. Remember it's all about getting them to solve their problem. I cannot stress this enough. When you're closing something the reason because it's going to give them the best chance to solve the problem they agreed to. That's going to give them the best chance to get what they said that they wanted. Right. So you got to close something Is making sure the next steps are always scheduled. Everything needs to be scheduled. Everything. When are they going to discuss with the team? When is the next meeting going to happen? This is one of my favorite questions as I'm navigating a sales process. Okay, so how can we get X done by Y? How can we get that meeting on the books before next Thursday? How can we get Jim on the call before we build the proposal? How can we get legal on board before we send this to finance? Right. How can we buy Y?
#shorts THE POWER OF RECOGNITION: How Do You Empower People with Zoe Hartsfield
