Achieve Successful Closings with Next Steps

Closing is a crucial stage in the sales training cycle, but it’s not always easy to master. The Next Steps method makes it feel more natural and smooths the transition from one sales stage to the next.

A Planning-Based Closing Technique

Next Step literally means “next step” in English. But let’s dive deeper into what it really means.

Overview

Next Steps is a closing technique where the goal is to guide the conversation with a prospect toward a simple, specific, and acceptable objective, helping them move forward step by step toward conversion. This objective could be setting up a meeting, requesting a document, or any other action that brings you closer to closing the sale.

Context

While the Next Steps method works for any sales cycle, it’s especially useful for long sales cycles. Next Steps help structure the sales process so that each step feels manageable for the prospect, reducing the effort or commitment required at each stage.

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Benefits of the Next Steps Method

The Next Steps method offers many advantages, both for the salesperson using it, their prospect, and the sales process overall.

For the Sales Process

Next Steps improve the flow of the sales process by breaking it down into multiple intermediate steps. The final closing becomes a formality, as a prospect who has completed each step is ready to buy without hesitation. Additionally, these steps make it easier to qualify prospects based on how they respond to your requests. If a prospect hesitates to send a document, they’re likely not interested and may not be worth your time. Finally, the sales cycle becomes more efficient with Next Steps, as clearly defining what needs to be done and when ensures prospects are available at the right time.

For the Salesperson

Managing Next Steps well also benefits the salesperson. By clearly guiding the prospect toward specific actions, the prospect stays engaged. This involvement in the process increases the likelihood of reaching the closing stage. Applying this method also requires discipline from the salesperson. To communicate the next key steps, you need a clear roadmap with an objective for each stage. For the prospect, a well-defined Next Step shows professionalism and attentive follow-up. A clear vision of the sales process is a sign of professionalism.

For the Prospect

Discussing Next Steps with a client helps clarify the path forward in the sales process. Making things easy to understand encourages the prospect to take action and removes uncertainty. By setting Next Steps with specific timelines, the salesperson prompts the prospect to prepare for the next meeting. This maximizes efficiency and minimizes wasted time for both sides.

Next Steps in Practice

The Next Steps method can be used at any stage of the sales cycle and with any type of client contact.

From the First Contact

Whether it’s verbal or written, the first contact with a prospect should always end with a Next Step. This lets the prospect know what’s next and what actions to take, making them feel supported from the start.

Throughout the Sale

Next Steps remain crucial throughout the process. By choosing the right Next Step at the right time and asking for a reasonable effort, you can gauge their interest. Each completed Next Step acts as a mini-closing, making the final closing a natural continuation of your previous interactions.

After the Sale

Next Steps can also be used after the sale, resulting in greater customer satisfaction. A client who knows exactly what to do after a support call or email saves time and avoids hassle. They’ll appreciate this clarity.