You can wrap up a sales call in all kinds of ways. Some reps prefer sending a calendar invite right away while others like to close with a casual “let’s keep in touch.” If you’re looking for a more intentional way to close out your sales calls, try using the P.L.A.N. framework. It stands for Pivot, Logistics, Agenda and Next Steps and it can set the stage for future conversations.
ZoomInfo’s Sailee Sarangdhar says this easy-to-remember framework helps ensure every call ends with clear direction and next steps. We share her guidance on how to implement the P.L.A.N. framework in this issue of PromoPro Daily.
Pivot. The P.L.A.N. framework begins with a pivot to future discussions. Try to entice prospects into the next meeting. In other words, Sarangdhar says you shouldn’t just set the next meeting date and hang up. Instead, try to build momentum and excitement by saying, “Hey, I feel like we’re a really good fit. We’ve got some great engagement. Help me understand your buying process.”
Logistics. After pivoting, Sarangdhar says it’s essential to outline the logistics for the next meeting. Determine who needs to be involved and where and when you’ll meet. She recommends clearly outlining the details of the next meeting and ensuring everyone knows what to expect so they can properly prepare.
Agenda. According to Sarangdhar, establishing a clear agenda that addresses the main points of interest for both parties ensures the next meeting is focused and effective. An ideal agenda should not only outline key topics but also establish what each participant should be ready to discuss. At the beginning of the call, she says it’s a good practice to recap the previous discussion and confirm the agenda still aligns with the prospect’s goals.
Next steps. The P.L.A.N. framework ends by defining next steps, including expectations and who is responsible for what. Sarangdhar says when you clearly articulate next steps, you can ensure progress is made and that everyone involved is committed to moving the process forward.
Closing out a sales call shouldn’t feel awkward or leave anyone wondering what’s next. The P.L.A.N. framework helps you avoid that uncomfortable “what now?” moment at the end. Begin with a pivot toward the future, lock in the logistics, agree on an agenda and clearly lay out what’s next. It clears up any confusion and shows that you’re serious about providing a promo solution.
Compiled by Audrey Sellers
Source: Sailee Sarangdhar is senior content manager at ZoomInfo.
