*If you would rather listen/watch then the link below is for you.
Keeping it short and sweet this week, I recently tuned into a podcast where an executive leader shared a nugget of wisdom about the distinction between good and bad salespeople. The secret sauce? Having a next step. It got me reflecting on my own experiences from the time I’ve spent doing sales, and I realized that scheduling next steps was a game-changer for me.
I'll be honest—I never thought I had the knack for sales. But the principle of always having a next step is universal, applicable to every facet of life. Maybe it's the C (Conscientious) in me, but whether I'm on a call with a customer, meeting with engineers, conducting a demo, or simply hanging out with friends, I've come to appreciate the power of the next step.
In sales, during a discovery or demo with a prospect, always schedule that next thing. Even in personal interactions, like spending time with friends, having a next step will enhance your relationship. It doesn't have to be complicated; it could be as simple as planning a follow-up in a month. Just put it on your calendar—do you have one?
Perhaps it's asking a friend to do something together and committing to a range of dates that you could make it happen. Put that commitment on both your calendar and your to-do list. Having a structured system, like a to-do list, allows you to keep track of these little commitments and ensures you follow through.
So, here's the takeaway: be intentional and accountable. Whether it's in work or your personal life, always having a next step can lead to success, consistency, and fulfillment. It's a small but impactful practice that pays dividends in the long run. Try it out this week and witness the positive changes it brings to your life.