Keep Momentum Between Meetings
Practical ways to keep momentum between meetings, so big deals do not cool down.
Silence kills deals. Stay helpful and visible.
10 tips that really help
These ideas come from Secrets of Closing the Sale (Zig Ziglar), The Psychology of Selling (Brian Tracy), The Sandler Rules (David Mattson), and everyday practice. The first six help the most. Pick one and try it today.
Silence kills deals
Gaps between meetings let interest cool and other priorities take over.
Plan contact in advance.
Book the next meeting before leaving
A set date keeps the project alive and shows commitment.
Ask for it.
Send a recap within a day
A short summary of what was agreed keeps everyone aligned.
Draft it quickly.
Share something useful
An article, a case or an idea relevant to their project adds value.
Find one.
Check in midweek
A light, friendly message shows you are thinking about them.
Keep it short.
Offer help with internal questions
Their colleagues may have questions you can answer.
Ask who needs information.
Provide a forwardable summary
Help your champion explain the project to others.
Write it clearly.
Avoid nagging
Each touch should add value, not just ask for progress.
Check your tone.
Track the last contact
Knowing when you last spoke prevents long gaps.
Log it.
Review the rhythm
Adjust frequency to suit their style.
Ask what suits them.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“I thought this article would help your team.”
“How is the review going?”
“Can I answer anything for your colleagues?”
“Shall we pencil in the next call?”
“Here is a short summary to forward.”
“Thank you.”
Your first week
One small action a day. Each day is only a little bigger than the last.
Set the next meeting before leaving
Send a recap within a day
Share useful content
Check in midweek
Offer help
Track activity
Review
Further reading
- Secrets of Closing the Sale (Zig Ziglar)
- The Psychology of Selling (Brian Tracy)
- The Sandler Rules (David Mattson)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
More lessons in “Close With Confidence”
Keep going. Small steps every day make a big change.
← Previous: Win Over Every Person Who MattersNext: The Mutual Action Plan →
- Closing Is Helping Someone Decide
- Why Sellers Fear Asking
- Ask Early, Ask Often
- Silence After the Ask
- Do Not Apologise for Asking
- Believe the Customer Deserves a Decision
- Check Your Own Fear First
- Buying Signals You Must Not Miss
- The Trial Close
- Ask "How Does This Sound So Far?"
- Notice When Questions Turn to Details
- When the Body Says Yes
- What to Do If You Miss the Moment
- Test the Water Before You Ask
- The Assumptive Close, Done Kindly
- The Choice Close: A or B?
- The Summary Close
- The Next-Step Close
- The "Shall We Get Started?" Close
- The Question Close
- Close in One Sentence
- Map the Decision Process
- Win Over Every Person Who Matters
- Keep Momentum Between Meetings
- The Mutual Action Plan
- Handle the Last-Minute Wobble
- Get the Paperwork Done
- Close With a Committee
- Find the Real Reason Behind "Maybe"
- Reassure Without Pressuring
- Offer a Small First Step
- Use Gentle Urgency Honestly
- Ask "What Would Make This an Easy Yes?"
- Keep the Relationship If They Say No
- Say Thank You Properly
- Reinforce Their Decision
- Set Clear Expectations
- Plan a Smooth Start
- Check In Within a Week
- Ask for a Referral at the Right Time
