Next Step Obsessed

consultative selling customer relationships lean sales sales questions Oct 08, 2026

NSO. Next step obsessed.

Never leave an interaction with anyone, especially a customer or a prospect, without next steps established.

What are the next steps?

It Doesn't Have to Be Big

Next steps don't have to be big. I'm not asking you to pitch the client on the spot. They have to exist, that's all it takes.

It can be this small: "Thanks for the meeting. I got a lot out of it. I'm thinking about a couple of things. Would you be okay if I got back to you next Wednesday with two ideas?" That's a next step. It's something that lets the interaction keep going.

NSO. Next step obsessed. Never walk away from a conversation without one.

Roy Waterhouse is the founder of Lean Sales Group, where he coaches salespeople on building trust and growing accounts.

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Cover of the Lean Sales Group booklet: How to Identify, Define, and Pursue the customers you want the most