When was the last time you…..?

As my daughter prepares to leave for college, I’m struck with nostalgic last minute thoughts. I find myself wandering aimlessly down Safeway aisles wondering what will replace the Sun Chips and Oreo cookies I’ve been buying for the past 18 years. I check my cell phone and wonder how many more times I’ll receive text messages asking me to “pik me up @ 9 2nite plz, luv u.” 

We rarely think about lasts because we are usually too busy thinking about nexts. Especially since thinking about lasts means saying good-bye and that’s never fun.

When change is constant, we never know the last time you will be speaking with someone or a prospect. How many times have we talked with someone only to contact them a few months later to find they are no longer with the organization. Poof, they are gone, never to be found, and did you say good-bye? Then you wonder when the last time was since you talked. In sales, saying good-bye can mean losing a deal or actually closing a deal. It’s all the way you look at it. Here are my thoughts on this:

Before ending a call, gain commitment before hanging up. We tend to end a call with the passive question,  “do you have any questions?” versus spending time setting up next steps. I suggest you ask: “Bob, just so I make sure we reconnect in the next few weeks, I’ll send you my information and you’ll review it. When we reconnect back, we can discuss the areas you might have questions on.”

When presenting a proposal, gain commitment one you deliver it. Instead of writing, “I have included the proposal for your review.” You may want to gain commitment by writing, “Your proposal is ready for review, when is a good time in the next few days to discuss what I’ve outlined?”

When closing a deal. Instead of saying, “Thanks for your business” you may consider saying, “Now that we are moving forward, let’s schedule our next call to talk about implementation strategies and include other departments who may want to be included.”

If we think of lasts, it helps us to say good-bye in a way where we create opportunity instead of creating a void.