The short answer
How do you practise closing on a next step?
End every practice call by proposing a specific action with two time options, then confirm who does what by when in one sentence and wait for the buyer’s yes.
Foreword
Why it matters
A next step with a specific action and time is far more likely to happen than a general intention1. Practising the ask and the confirmation until they are routine removes the awkwardness that makes sellers settle for “let’s stay in touch”2.
Retrieval
61%
of a passage recalled a week later after three practice tests, against 40% after four readings2
What we’ll cover in this guide
- Part 01: The ask
- Part 02: The confirmation
- Your practice task: a short exercise to try with Selly
- Conclusion and what to practise next
Part 01: The ask
Propose a specific step and let the buyer shape it.
Specific but open
Suggest a concrete action
“Would it help if I sent two options and we went through them together on Thursday?”
Offer a choice of time
Two options are easier to answer than “when works for you?”
Reflection questions and how to get started
- Did your ask include an action and a time? Both are needed.
- Did the buyer get to shape it? A choice helps.
Part 02: The confirmation
End with a one-sentence recap of who does what by when.
Saying it back
Include both sides
“So I’ll send the options by Tuesday, you’ll share them with Maria, and we’ll speak on Thursday at ten.”
Wait for a yes
Do not hang up on your own recap. Let the buyer confirm it.
Reflection questions and how to get started
- Did the recap include both sides? Add what the buyer will do.
- Did you get a clear yes? If not, ask.
Your practice task
- Run a full practice call in Selly.
- In the last minute, propose a specific step with two time options.
- Confirm it back in one sentence covering who, what and when.
- Repeat with a buyer who hesitates, and practise asking what would need to happen first.
Conclusion
The end of a call is a skill of its own. A specific ask, two options and a one-sentence confirmation turn a pleasant call into a real next step.
