Let’s look at the “circle back” example…
Let’s say that one of the milestones in your sales process might be “Get sample data from the prospective customer.” (Don’t worry; we’ll talk more about specifics you can include in your sales process shortly.)
???? (BTW – I’m running a LIVE training for B2B startup founders on June 3rd. See the link below.)
In this case, when the prospect asked you to “circle back in a week to set up a demo with the team,” there was an opening to take control and hit one of your sales milestones by saying, “That’s a great idea. So that we can customize the demo for your team, if you share one of your current workflows and a small data sample, I can upload those into our platform and walk through it with your team.”
If the prospect agrees, now you’re both advancing the sale by obtaining the sample data and maintaining control because now you have a specific next step that both the prospect and you have agreed to take together.
Here is the link to the details and to register: https://salesqualia.com/webinar/