Quote from James A.Hart on July 16, 2025, 10:13 pm

Booking a follow-up meeting on a sales call seems simple.
But done wrong, it silently kills momentum.

When you ask, “When works best for you next week?”, you’re actually asking the prospect to do a task for you:

• Pull up their calendar
• Search for a time
• Think it through and give you an answer

It’s subtle, but this adds friction — and in sales, friction kills deals.

So what’s the better way?

Give them options. Make it easy.

Instead of handing over the cognitive load, guide them through it by offering binary choices:

“Would Tuesday or Thursday work better?”

“Afternoon? Great — 2pm or 4pm?”

This way, they’re simply selecting, not thinking.
And the rhythm of the call stays smooth and decisive.

Why This Works So Well

Sales is a transfer of energy. When the flow is strong, people say yes.
But when they pause too long, feel uncertain, or have to start thinking too hard — the energy drops.

Offering choices keeps that energy alive.
It also subtly signals leadership and competence, two things people are naturally drawn to in a buying situation.

Bonus Tip: Don’t Ask This

Avoid saying things like:

“When can I call you back?”
“When are you free next week?”
“Would you like me to send you a calendar link?”

These sound polite — but again, they put work back on the prospect.
Your job is to lead. Not to delegate the calendar.

Final Thought

If you’re serious about improving your close rate, don’t just focus on how you pitch — pay attention to how you book.
A smooth booking process builds momentum, reduces friction, and leads to more committed prospects showing up to that next call.

Small detail. Big difference.