There are many steps in the sales process. Theyall need to take place in order to close business. It’s easy to get excited andstart dreaming when we find a hot prospect. But we’ve all seen a prospect go “nodoubt, it’s done” to “it’s not happening”. When we coach salespeople, we askthem to focus on the next step, not every step.

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 They must know their sales process cold,step by step. What’s acceptable behavior at each step. That’s how they’ll becontrol, rather than being at the mercy of the prospect.

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 When we coach leaders, we ask them to focuson their priorities, not on everything. If the most important is not attended,to that other stuff is just commentary. You can do anything, but noteverything. When you focus on priorities, you're guaranteed to make significantimprovement in what's most important to you. Make sure you understand thelogical sequence to accomplish your goals, the step by step process. Work themost important, take the next step.

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 Scattered thinking leads to wasted action.So keep asking, what should I do next? Answer your question, then focus ondoing exactly what you intended. Follow the steps. That's how you achievebetter sales results.

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 In sales, and in leadership, always beasking what’s next?