Alleviate Friction in the Sales Process

A couple of weeks ago we talked about the importance of scheduling the next event, and how it advances the sales process. Scheduling the next event also alleviates the effects of friction in the sales process.

If you complete a sales appointment without scheduling the next event, your own schedule – the demands on your time and attention – become added friction to the process. Failure to schedule the next event after any sales appointment means that you will have to make at least one additional phone call to schedule a future appointment. Usually it takes many phone calls to get in touch with your prospect and schedule the appointment. The friction can be eliminated or alleviated simply by scheduling the next event before concluding the current conversation.

When you schedule the next event it totally eliminates the need for additional phone calls. With the event scheduled and the agenda set there is little need for additional contact. Even if you are one of those people who like to confirm every appointment, you can confirm with a voice message or an e-mail, you don’t have to wait to make personal contact. Eliminating phone calls eliminates friction that will otherwise slow the process.

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