Many salespeople fail to ask prospects for a commitment to the next step in the sales process. This results in slow sales cycles, stalled deals, lost sales, and tons of frustration.

The benefit of always asking for the next step is enormous. Asking for the next step exposes buyers that are not engaged. This frees you up to invest your time in viable deals with engaged prospects - shortening the sales cycle and accelerating your pipeline velocity.

Jeb Blount is an internationally recognized expert on the role of human behavior on sales, customer service, account management and leadership.