The Role of AI in Revolutionizing Lead Scoring Systems

[shishir.seoexpert1]

For example, at the end of a discovery call if you asked your customer “So what would you like to do as a next step?” they might say, “Can you email me some more information and pricing and I’ll get back to you?” Or if your company offers a free trial, the customer might say, “We’d like to play around with the free trial for a bit and see how it goes.” Complying with these types of requests will often put your sales cycle on the slow road to failure (and the only thing worse than losing, is losing slowly).

Instead, use the power of prescription gambling data spain to supercharge the impact of your next steps by doing three things:

Assemble your toolbox of options: don’t get caught flat-footed! Curate a list of possible next steps that can move your deal forward in a meaningful way. Perhaps it’s a secondary discovery call with key stakeholders, having the customer provide you with some information to allow you to do a follow-up analysis, or directing them to a page on your website to conduct a valuable self-assessment.
Select the best one: try not to confuse your customer by providing too many options. Remember, in part one of this post we talked about how more choices can confuse buyers. A single, well-calculated next step will serve both you and your customer best here.
Recommend, don’t force: this nuance is very important! As we’ve discussed in the past when customers feel cornered, a psychological principle known as reactance kicks in and they become extremely defensive. Instead, soften the directive prescription by saying something like “As a next step, my clients typically like to take a self-assessment using our online tool, and then have a follow-up call to explore the results. From there we can decide together whether or not to move forward. Do you think it makes sense to do that here? ” In this case, you’re not only providing social proof by referencing how similar clients evaluate your solution (per section #2 above) but if they agree after being given the choice, they will be more committed to the next step.