Sales calls often end with vague promises like, “I’ll follow up in a week,” or “Let me know when you’ve had a chance to think it over.”
But here’s the truth: Deals stall when next steps are unclear or one-sided.
If you want to keep your deals moving, you need a better structure—one that puts ownership on both sides and signals true intent.
The most effective formula we’ve seen top reps use is simple, but powerful:
✅ Step 1: What you (the salesperson) will do
Example: “I’ll send over the updated proposal with the pricing breakdown we discussed.”
✅ Step 2: What the buyer will do
Example: “You’ll review it with your team and get any questions back to me before Friday.”
✅ Step 3: The mutual next step
Example: “Then we’ll meet Monday at 2 PM for a final walkthrough.”
Why It Works
- It creates shared ownership
Both parties leave the call knowing exactly what they’re responsible for. - It’s easy to remember and repeat
You can train your team to use this across every call. - It moves the deal forward
You’re not just ending the call—you’re setting up the next conversation before the current one is over.
Bonus: Make Step 3 a Soft Close
Here’s how to test real intent without pressure:
Instead of saying, “I’ll follow up,” try:
“Let’s lock in the 15th for your onboarding call—does that still feel like the right timeline?”
When you offer a specific next step that requires buy-in, you find out quickly whether they’re serious—or just being polite.
Bottom Line
Unclear next steps = stalled deals.
Shared next steps = sales momentum.
The more structured and mutual your handoff is, the faster your deals move—and the less time you waste chasing people who were never going to buy in the first place.
