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This is episode 436.

Read the complete transcription on the Sales Game Changers Podcast website.

BARRY\'S TIP: "I recommend using what I call a process play in email, where you communicate with the customer your understanding of the steps that they have to go through to get to issuing a contract or an order. You don\\u2019t want to do that after the first call, but after you\\u2019ve spoken to the customer, validating those steps often gives you insight into, wait, there\\u2019s an additional step or no, we can skip this step because of this size of the purchase. I really recommend putting that to use, a really crisp email, something that somebody can read right on their phone just verifying, here\\u2019s the steps we\\u2019re going to work through together to get this completed.

MATT\'S TIP: "Trust but verify what your customer\\u2019s telling you. You need to ask them to make sure you understand their full process. Do they have a legal review? Do they have security review? Whether there are approvals and so on, and then hold them accountable to that. Also, stop asking times that your customer is free to schedule a call and instead, just send the meeting request. You can send your email that says whatever information you need to tell, and at the end you say, \\u201cI\\u2019m sending you a meeting request at this date and time. If it doesn\\u2019t work, please suggest a new time.\\u201d It cuts down on that process of going back and forth so many times, and it\\u2019s been very successful for us."