Turning conversations into commitments and scheduled meetings

Hello Sales Reset Community

Thanks to everybody for your feedback on our Weekly Sales Reset email newsletters.

We're making some changes using your ideas and suggestions starting this week.

Here’s what to expect every week:

• Shorter email newsletters: MUCH shorter, based on your feedback! 😀

• Three times each week: You said you would prefer three short email newsletters instead of one long one. This is what we plan to do:

  • Sunday:

    • Introduce the topic for this week’s Weekly Sales Reset.

    • Recommend ONE thing to improve this week.

  • Wednesday:

    • Remind you about this week’s theme and the recommendation we made at the start of the week.

    • Add one more recommendation to develop your skills and results further.

  • Friday:

    • Ask you to review how things went this week.

    • Your opportunity for structured reflection.

    • What went well, what didn’t work, and what have you learned?

Here’s the new format for this coming week.

Does this situation sound familiar?

• You’ve had a great meeting with a customer.

• They became enthusiastic as you reviewed what your products and services could do for them.

• They asked you to confirm everything in writing.

• You did everything promptly and sent them the proposal they asked for.

• Then, when you tried to follow up, it all went quiet and eventually fizzled out.

If you’ve been following Sales Reset for a while, you know we’re big fans of this advice:

Your goal should be to end every selling conversation with clarity about “who is going to what by when?”

One practical recommendation to try this week

This recommendation is about how to finish your selling meetings with customers.

We’re starting with an assumption: You’ve had a good conversation with a customer. You believe you can help them achieve their desired outcomes, and you want to win their business.

We recommend you finish these meetings by saying something like this:

1. Thanks for sharing everything about your situation.

2. I will now clarify the main points in writing.

3. I hope it will be valuable to see everything we’ve discussed as a structured proposal.

4. I will send you my first draft proposal before the close of business tomorrow (or whenever you choose).

5. I’d like to schedule a meeting with you to review these first draft proposals.

6. After that meeting, I will revise our proposals to include your feedback.

7. If you choose, these revised proposals might help you share our ideas with your colleagues.

8. What is the best date and time for us to meet and review my first draft proposal?

9. If you can, send them the meeting invitation while you’re still talking and ask them to accept it!

It’s your choice about what you write.

You might conclude by writing a structured email, a full proposal, or anything in between.

The main thing is that you’ve agreed on what happens next.

We’ll be very interested to hear about your experience using this recommendation.

Have a great week!

The Sales Reset Team

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