Most reps wrap a call by pushing for the next step. They pitch one more time, then try to lock in the follow-up.
But here’s the truth:
The best thing you can do at the end of a sales conversation is to stop pushing and start listening.
Here’s the question we teach our clients to ask—the one that consistently builds trust and moves deals forward without pressure:
“What feels like the right next step for you?”
It’s simple. And it works. Here’s why.
1. It Hands Control Back to the Buyer
Sales conversations go sideways when reps get ahead of the buyer. This question helps you stay in step.
Instead of assuming where they’re at or telling them what comes next, you’re inviting them to decide. It communicates respect. It tells them, “I’m here to help, not to force anything.”
That kind of tone builds trust faster than any clever close.
2. It Gives You Clarity Without Guesswork
When you don’t ask this question, you leave the call with questions:
- Are they interested or just being polite?
- When should I follow up?
- Are they stuck on something they didn’t say out loud?
Asking “What feels like the right next step?” cuts through the noise.
They’ll tell you where they stand. And from there, you can lead with clarity, not assumption.
3. It Makes You Someone Buyers Want to Work With
Buyers are tired of being pushed. Studies show that on average, buyers are 70% of the way through the buying decision before they reach out to a salesperson, which means they’ve done their research. Now that they’re talking with you, they want to feel like a human being, not a lead in your pipeline.
When you give them space to process and speak honestly, it builds a different kind of relationship.
You’re no longer just a seller. You’re their guide to help them make the best decision for their situation and needs.
Trust Is the Close
At BridgeSelling, we don’t teach pressure tactics. We teach reps how to lead conversations that feel genuine, earn trust, foster alignment, and close deals the right way.
This question is just one example of how we do that.
So next time you wrap a sales call, don’t guess the next step. Ask for it.
“What feels like the right next step for you?”
You’ll be surprised how often the answer is… exactly what you were hoping for.
