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    Run an effective discovery

    Course overview

    Lessons

    Next steps
    Lesson
    3 min read

    Define the decision process and next steps

    This lesson teaches you how to take control of discovery follow-ups by defining clear, calendared next steps. You'll learn how to recommend the right next move, handle common objections, and keep deals moving forward with confidence and purpose.

    “I’ll talk to my team and get back to you…”

    Sound familiar? If you’ve ever ended a discovery call with that line, you probably already, it’s not a good sign. Be honest: how confident are you that you’ll actually hear back?

    Here’s what top sellers do differently:

    They don’t leave the next steps up in the air.

    They own the follow-up.

    Not all next steps are created equal. Instead of relying on vague promises, they lock in calendar invites. Instead of asking, “What are the next steps?” they confidently recommend them. Want to move your deals forward faster? It starts by taking control of what happens after the call.

    As you can see from these 2 images, not all steps are created equal

    How do I do that exactly to establish firm next steps?

    Here are some step-by-step instructions on how you can calendar firm next steps.

    Step 1: Prepare a recommended next step before the call

    Here are some examples of next steps:

    1. Demo with other members of the team.
    2. Technical call to map out integrations.
    3. Run an account audit based on the discovery and present to the client.
    4. Prep session with your champion for a demo with the economic buyer.
    Step 2: Practice your transition to next steps talk track

    “I know we have a few minutes left and I want to make sure we have enough time to plan our next move. Seems like there is enough interest in discussing this further?” If yes, transition to the what, who and why.

    If not, time to understand the objection.

    Step 3: Graduate from penciling in to firm agenda based on what, who, and why

    The next step I recommend

    is [what]

    with [who]

    so we can [why].

    Example: The next step I recommend is:

    What: doing an audit

    Who: with your head of ecommerce

    so we can

    Why: demonstrate how we can help you achieve your goals.

    Step 4: Overcome the most common objection

    Still getting the runaround? Here’s how to handle it when a buyer ghosts or delays:

    Buyer:
    “Can you reach out to me in a week? I need to discuss with my team.”

    Seller:
    “Totally get it, I'd feel the same if someone on my team made a decision without me. When are you planning to meet with them? I can follow up right after to keep things moving and figure out the next best step together.”

    If they continue to give vague or non-committal responses, it may be a sign to move on and refocus your efforts elsewhere.

    Activity: Establishing firm next steps

    Use this Establishing firm next steps template to create your own outline on what your calendared next steps should be before the call.
    Define the decision process and next steps