Riddle: Three frogs are sitting on a log. Two decide to jump off. How many are left on the log?
Answer: Three, because deciding to do something is not the same as actually doing it.
Everyone feeling good at the end of a meeting is not by itself advancing to a next step. Closure
only happens when your PROSPECT agrees to DO something at a SPECIFIC TIME, which then advances the sales process.
Essential First Step
Research shows that one of the top reasons salespeople don’t close is because they have not clearly thought out their Objective for a meeting or telephone call and the desired, appropriate Action Step they want the prospect to take at the end of the conversation (assuming a successful visit/call). Instead, many salespeople simply go to “see” or “talk to” prospects. Then they wonder why a sales relationship isn’t moving forward!
In Practice
An Objective is a goal. For example, I want
