INSIDE-SALES5 MIN READ
Book the Next Step After Discovery
Use SMART and GROW-style commitment to create a concrete next step.
Iris I Head of Operations G Goal O Options W Will The close 20 sec Last two minutes Iris agrees the issue is real. Now you need to convert shared understanding into a specific next action. Momentum decays when the next step is polite but undefined. The formula SMART + GROW Purpose → People → Date → Decision A strong next step clarifies what evidence the buyer needs and who will help produce it.
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