Closing Your Demo - Building Consensus and Setting next steps

You've heard it before.

I've heard it before.

Probably dozens, if not hundreds of times. 

Take the final moments of every client interaction to set the next steps. It's a well-known step in every sales call conducted for apparent reasons. 

So why do so many reps rush through this step or miss it?

Especially when leaders are working to make this standard practice throughout the org. 

Providing standard Action Plans to map out buying processes. 

Onboarding documentation to outline the steps needed post-sale. 

All of this plays into accurately forecasting close dates of deals. 

My theory?

Setting Next Steps isn't as fluid as leaders think when running a meeting. Action Plans are labor-intensive for AEs to prepare and can be intimidating for prospects to collaborate. 

My solution

Having tried out a few different methods for documenting Next Steps, I've only found one software that can make this incredibly fluid. Putting software aside, I've discovered one smooth process, which I think can work for the majority of AE and is relatively quick to build. Google Docs.

Now before your eyes roll into the back of your skull because I just had the "revolutionary" idea to utilize Google docs.... hear me out. 

Good but Manual Process

I've built out a standard Action Plan template that lives in my Gdrive. Any time I'm running a disco and subsequent demo, I'll pull in this document and quickly change the Account name. I'll even have it saved as a favorite on my bookmark for quick access. I'll have this document open, so I can actively take notes on the steps discussed. This document won't be visible to your prospect. 

Pro tip: Open up your Action Plan Google doc in two places during your demo. 

1. Private window: out of view of the prospect. 
2. Public window: The tab after your live URL platform- we'll review this in tandem with your prospect at the end of your call. 

Because these documents are in sync, you can take notes on steps that were agreed upon and review them with your prospect at the end of your call.

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Demoflow's Process

With Demoflow, you'll be able to document all the mutually agreed upon Next Steps as they occur during your demo.

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But it gets better than that...

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Utilizing the Demoflow toolbar, you can actively document your Next Steps in view of your prospect. Not just the Next Step agreed upon, but also the person responsible but also the date it's due. Effectively building out an Action Plan.

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Now, this is important for a few reasons: 

• Typically a prospect will ask you for something before they'll suggest a Next Step for themselves. Documenting your next steps first builds confidence and rapport with your prospect. You're going to get this done.
• We hold our prospects accountable for the next steps they agree to. And to a specific timeline.
• All of these documented next steps automatically aggregate to a Meeting Summary slide for review at the end of your demo. Prospects will add more and correct previous actions documented.

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You'll be surprised at how effective this can be. I've had prospects change, add, and confirm these Next Steps, and frankly, be quite surprised that you got everything written down. And of course, all of the Next Steps you document sync back to Salesforce as tasks on the account. You can add colleagues to those tasks or quickly collaborate to help with promptly completing them.

This is just one more way to build consensus at every step of your deal and help to map out the buying process. 

Larson

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