How To Set Next Steps In Sales With The 5 Minute Drill

30 Minutes to President's Club | No-Nonsense Sales · Mar 10, 2025 · 3m

There is an extreme over-rotation in sales on setting next steps. Setting next steps is NOT always a good thing.

🛑 Bad: Never setting next steps

🟡 Okay: Setting steps on every deal

🟢 Good: Setting steps on REAL deals

Instead, first determine if the deal is worth setting next steps with at all. Then, you should recommend the appropriate next step, but only if your prospects have proven that it's worth keeping them in your pipeline.

That's where the Five Minute Drill comes in: Three questions you can ask at the end of every single call to determine if and how you set a next step.

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