Kevin "KD" Dorsey shares how to lock in buyer commitments. When prospects say no, ask smaller things like reviewing a video or adding stakeholders. Always schedule the next step with a calendar invite on the call itself, not after.
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Every company has breakdowns in their revenue process. Sure thing. Deals slip into next quarter, competitors creep in and swipe deals away at the last minute, and deals getting single threaded that don't get to power. These are just a few examples of revenue leak, but there are a ton more and they're preventing your team from reaching their sales targets. That's why I'm such a big fan of Clary's Revenue platform is the only tool that actually helps leaders take control of their revenue and thrive through any market conditions. Especially when things get tough. You can't afford to miss a single detail, but you also can't be leading by gut. Clary combines the science and the art of sales and sales leadership. So go to clary.com if you want to answer the most important question in your business. Are you going to meet beat or Miss on revenue? Welcome to the live Better Sell Better podcast with your host Kevin Dorsey of Inside Sales Excellence, the number one Patreon group and YouTube channel for tech sellers and tech sales leaders, where we dive.
In deep for tactical advice on how to book more meetings, close more deals.
Faster, and lead sales teams to success.
But we don't stop there.
We also focus on the person in salesperson.
We talk about mindset goals, time management and so much more. So thank you for listening and if you're interested, head on over to patreon.com InsideSalesExcellence now with that, grab a notepad, get ready and let's dive into the good stuff. Okay, so here's the next best steps to give us the chance to making this happen for you and finally getting the problem solution for the team. This is for like Snack Nation, right? We're set up a mini tasting event. I'll send over the box, I'll address it to the boss directly so they can try on this call. We'll go over together one more time with everyone while you're snacking to make sure we can answer any questions. I mean, who wouldn't want to show up for that? Who would hop on no. Okay, can I at least copy them? This is the other key. This is a little bit of psychology here. When you ask to meet with the next person, if they say no immediately, you have to be ready with okay, can I at least copy them on the proposal? Is their email kduperbiz.com the Big no. It's a little yes. This is very important to have your next best thing ready. No, like Jim will never hop on this call. Dude, totally get it. Can I at least copy them on the proposal then? Jimuperbiz.com we're using that correct and confirm that we've talked about in bull script before. But it's being ready of what is the next best thing you could ask for. And have it right after that first note. Right, because they've shown this too. Someone tells you no to a big thing, they're more likely to say yes to a small thing. Copying someone on an email, super, super simple. They say no, just send it to me. It's like, okay, well then can you at least do this for me and share my video? We're down to the smallest thing by this time they're going to say yes. Or they say no to that Again, you don't have a mobilizer and you need to back up and say, well, hold on. You know, Katie, I'm trying to help you get this and I'm just doing my best to give you the tools or the resources to make it happen for you, but it sounds like we may not be on the same page. Did I miss something? Right. You need to be willing to pull back a second to find out where your champion or immobilizer actually sits. That's what brings us here. Now you got to close something. Remember, a close is just an agreement to action. Yes, getting the deal closed is the ultimate close. But there are a hundred other things that you can close. Right? Getting the next meeting scheduled, agreeing to build a video, getting the homework done. Right. Like what is the next best thing? We were just talking about it a little bit. Be prepared. Maybe it's the next meeting. Maybe it's CC ing them, maybe it's reviewing the proposal together, maybe it's scheduling a follow up call. Schedule the next steps. Like this is a big one we're gonna talk about on the next slide. But close something where you get them to agree to some sort of action. This is so important. I cannot tell you how many calls that I get off of with the salesperson. They're like, okay, we'll follow up next week. I'm like, cool. No agreement. No agreement to any sort of action. Right. So what is next? Katie, I just need you to go get me two names of the people in legal that are going to review this and what they care about. Katie, I need you to go grab this like data point for me so I can finish out this proposal with you together and then we'll send it on over. Right? 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. One of the biggest ones 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? This is very, very important. Everything needs to have a date, even if they're unsure. So sports, oftentimes it's like, honestly, I'm not sure what I can get Jim on. Okay, can you at least send him an email this week and then you and I can touch base on Friday at say 1 o' clock if we haven't heard back to come up with a new strategy. Always schedule, always get that commitment of when they're going to do it. And then if we're going to talk on Friday at 1, send the calendar invite and asked me to accept it while on the call. All right, Katie, awesome. Well, we're gonna talk at one o' clock on Friday. Can you accept that calendar invite for me real quick, just while we're on the call? So I know it made it through and we're aligned. Yes. Now it's on the calendar and accepted. Bonus tip. I learned this from Josh o' Brien at Rev Shop. I think it was genius. Create a Slack channel. I think it's genius. Like if these are big deals, create a Slack channel that you can communicate with directly with your mobilizer and potentially other people. So there's that one to one connection. This is such a great idea and it's something I wish I had done earlier in my career. Like, hey, would it be okay if we made a Slack channel? Just so we're not trading emails and all back and forth. We can just handle this. But like now you've got a direct line, which I think is a phenomenal idea. But getting the schedule and commitment, this is also key salespeople, we love to turn a question into a statement.
Right.
Okay, we're all set for Friday at 1 o'. Clock. If you could accept that calendar invite for me too. That would be great and I'm really looking forward to it. Have a great rest of your day. We didn't get a commitment. Hey, I sent that calendar invite for you for one o' clock on Friday. Could you accept that for me real quick, please? Quiet. You make the ask so they will actually do what you're asking them to do. It's very, very important that you get that commitment, not just turn it into a state. Okay, so just mentioned this, right? Get them to accept while on the call. Avoid the chase up front, right? One of my. One of my top reps, he always used to say this. Dk, if you ever watch this training, you know this is about you, right? He always says, hey, I love yeses. I'm okay with no's. I hate the chase. Can we at least agree to not get into a chase if we have to move the meeting? Just tell me. If it's a no, just tell me. Would that be okay? But don't make me chase you, because that makes nobody feel good. Right? It's avoiding that chase up front. But notice how silly question. Can we agree to not do this? You make them.
