What Happens Next

An exchange I was privy to the other day reminded me of how often I’ve cringed when hearing a sales manager talk to one of their charges about a deal.

How is it that so often senior people forget how they themselves wanted to be treated when they were merely junior?

The infuriating ‘have you done this have you done that’ type commands are always so much better presented as a conversation. And such a journey can start with a question that strikes at the core of what it is to be a successful salesperson.

“What happens next?”

I cannot think off hand of any decent sales manager I know that wouldn’t be impressed by hearing a salesperson trot out a list of next actions (both desired and agreed) when first talking about any specific deal.

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