THE ASK

I'm often asked: “How do I follow up after a discovery call?”

You don't follow up.
You follow through.

How?

If there's alignment, ask for a micro-commitment after you've summarized the conversation. Like this:

“Would it be okay if I summarized what you told me?”
“You said X, Y, and Z.”
“Did I miss anything?”

Ask for a micro-commitment:
“Based on that, if you'd like we can schedule a demo over the next couple of weeks so you can see how this works?”
“No? Looks like I jumped the gun. Where would you like to go from here?”

Sales is like a smooth ballroom waltz. You're leading (the next step) without stepping on any toes.

Prospects decide if they want to dance with you.

Some will. Some won't.

If prospects don't commit, it's not an opportunity. It's a conversation.

Without a partner, there is no dance.
It takes two people to make a sale.