Go Ahead, Take the Next Step, Make the Call

Take the next stepWe’d just finished lunch and my sales colleague’s cell phone rang as we were walking back to the office. As we all do, he looked to see if he recognized the number. He did – vaguely, and took the call. After a short exchange, he tapped me on the shoulder and pointed to his phone with a thumbs up. What had occurred was one of his prospects returned his call from an introductory voice mail that he left earlier that morning.

How often have you heard:

Just make the call. They are going to buy from somebody, so it might as well be you.

Is it really that easy?

Yes, it really is if you have prepared and done your homework on the front end.

As a sales professional you know that successful prospecting is an ongoing process of researching heavily on the front end using social media and leveraging your industry contacts and relationships.

Once your research is done and you are fully prepared, the next step, and only next step is to make the call.

In certain cases your fact-finding may fall short due to limited information. This may be a poor website, or (believe it or not) their group is not involved heavily in social media.

So take the time to prepare, reach out, and take a chance! As with any prospect there must be a beginning point.


  1. Does this sound familiar?
  2. What has been your experience under these circumstance?
  3. How did you feel after you made the call?

Your prospect has a need, and you have a solution – go ahead, take the next step, make the call. You will be glad you did!

To your success,

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