Never leave a call without setting the next meeting

For all my friends out there who are selling today, here is your friendly reminder:

Never leave a sales call until you have the next touch point on the calendar.

Ask the person: "This is great, I'm so glad we're in agreement. When is the next time that we should speak?"

And then they'll say, "Maybe in like two weeks."

Don't leave it there!

Say, "Great....Pull up your calendar. How does the the 22nd at 2:00 p.m. work for you?"

And then wait for them to pull up their calendar.

Get them into this process, and don't leave until you guys have cemented a time together. Even going so far as sending the invite while you all are still on the phone.

If they can't or won't agree on a specific time to speak again, then get them to agree on the next time you'll touch base.

"If I haven't heard from you by this time next week, do I have permission to give you a call?"

"If we haven't talked a month from now, should I check in then?"

Never leave it to chance or leave the ball in their court of when the next time you'll talk to them to be.

Always take that initiative and all of those big question marks you have about how's my deal going? What's the status? will go right out the window.