“The very best way to avoid being ghosted is to always schedule your next meeting before the conclusion of your current meeting.” – Scott Ingram in today’s Tip 542
How do you schedule your next meeting?
Join the conversation below and share your own thoughts!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from me!
I had a pretty fun experience last week. As I got towards the end of a particularly productive sales meeting. I was walking them through next steps and in this particular situation, almost everything we needed to move forward was on them. So I was simply detailing those items, confirming who was going to do them and by when. It was at this point that the VP of Marketing who was on the line and is a pretty good student of sales himself called out that I was doing a really good job of quote “assignment selling.”
It was certainly a nice compliment, but also just a good reminder of a pretty natural part of my process. I talked about this idea a little bit more way back in tip #37 which was about running a sales process like a project manager.
Done right this is a super straight forward and very natural process. Once you have that commitment to move forward you’re simply confirming the details of those commitments. What are the things that need to get done? Who is responsible for them? When will they be delivered and perhaps most importantly. When will we meet again.
I guess this is a bit of a bonus tip within a tip, because the very best way to avoid being ghosted is to always schedule your next meeting before the conclusion of your current meeting. This keeps you from having to try to coordinate calendars via email later, where there’s the risk of them not responding, and allows you to maintain momentum.
In this specific example, they committed to delivering all of the things we need to proceed next Monday and we’re scheduled to meet again next Wednesday.
“Assignment Selling,” what a great term. It works for me. Give it a try.
Then be sure to come back tomorrow for another great sales tip! I’ll talk to you then.