Good morning sales people.

Welcome to The Best Sales Newsletter.

Important update:

Going forward The Best Sales Newsletter will be shared every two weeks. Making the change to ensure the highest quality content. I’ve got some big ideas in the works!

Oh man, Shallow by Lady Gaga and Bradley Cooper chokes me up every time.

Reminds me so much of how lucky I am to be with my wife. Who’s been my absolute rock and inspiration throughout all the highs and lows of life.

We all know setting a call as the next step is critical. But in my experience, it’s rare for AE’s to do this perfectly.

In this week’s newsletter we’re breaking down my exact system for setting next steps that no prospect can say no to.

The most important thing is communicating how you’ll help and asking to make a recommendation — take control of this step.

Potential customers are looking to you to drive the process. If you approach it this way you’ll quickly establish yourself as an expert and build trust quickly.

You need to be hyper-specific when communicating the next steps you recommend.

Now that you have the floor share the length of the call, what will be covered (be specific!) and why those next steps are valuable.

Suggest a time that’s not far away. Most sales people default to “same time next week” but I always ask for “same time tomorrow”. Especially if the call went really well.

Keep a couple next steps in your back pocket for every call — so you have something specific to recommend if you can’t think of anything in the moment.

Some Examples:

1. A mutual success plan: So the customer knows the exact steps that would need to happen and what the investment would be should they decide to move forward.

2. Deep dive into pricing: Share the “high level” pricing on the first call and reserve time on the second call to go over the finer details of how things work, what the terms are, and what the options can be.

3. Product specifics: Usually there are features customers love but don’t usually get covered on the first call (such as integrations, reporting, etc.). Know what those are and keep them in your back pocket, always.

When you set next steps like this the success rate should be close to 100%.

So take the time to outline what you suggest by default, have that prepped ahead of time and always ask to make a recommendation.

That’s the next step 1-2-3 if you ask me.

Alright, that’s it for me my friends!

See y’all next week!

- Mike G

When you’re ready…

Check out The Best Sales Course.

Over 250 pages of frameworks, tactics, strategy and tips to help you source more pipeline, close more deals and earn the income you deserve.

These are the exact sales systems I’ve used at three of the fastest growing startups of all time: Zenefits, Flexport and Deel.