Kevin "KD" Dorsey teaches sales reps how to lock in buyer commitments by scheduling next steps on the call itself, using calendar invites and fallback asks like copying in decision-makers. He shares tactics like mini tastings and Slack channels to keep buyers engaged without the endless post-call chase.
Foreign. 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 Snag 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 to 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 him 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 gonna 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 going to talk about in 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, well yeah, 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. Kd, 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 right. So you gotta 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 gonna discuss with the team? When is the next meeting gonna happen? This is one of my favorite questions as I'm navigating the 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. Why? This is very, very important. Everything needs to have a date, even if they're unsure. So for oftentimes it's like, honestly, I'm not sure when 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 ask me to accept it while on the call. All right, Katie, awesome. Well, we're going to 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 alive. 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. This is 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 boom. 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 I just mentioned this, right? Get them to accept while on the call. Avoid the chase up front, right? 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 still a question. Can we agree to not do this? You make them.
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