---
title: "The Ask"
url: "https://books.joshbraun.com/4/forsale/100/the-ask"
---

**THE ASK**

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

You don't follow up. <br>
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?” <br>
“You said X, Y, and Z.”<br>
“Did I miss anything?”<br>

Ask for a micro-commitment:<br>
“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?”<br>
“No? Looks like I jumped the gun. Where would you like to go from here?”<br>

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.<br>

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. <br>
It takes two people to make a sale.