If there’s one thing that makes all the difference in securing a next step after a sales call, it’s confidence. I’m not talking about over-the-top bravado or pushy tactics—real confidence in the value you bring and the clarity of your process.
Early in my career, I missed out on several deals because, even though I had a strong conversation, I hesitated when it came to locking down that next step. I’d tiptoe around setting a follow-up, afraid of coming across as too assertive. But I soon learned that confidence at the close wasn’t just about sounding sure of myself; it was about setting a tone that reassured my clients that I was the right person to solve their problem. Here’s what I’ve found about the power of confidence when you’re securing that next step.
Why Confidence Seals the Deal
Securing a next step isn’t just about getting a date on the calendar; it’s about cementing your place as the guide in their journey. When you confidently ask to schedule the next call or meeting, you’re signaling that this isn’t just a one-off conversation. You’re setting a foundation for progress. Think of it this way: if you’re confident that you can deliver results, then why wouldn’t you want to keep the momentum moving?
One of my favorite lines to use toward the end of a call is simple: “I’d love to continue this conversation and go deeper into what we discussed today. How does [specific date and time] sound to you?” You’re offering them more value and guiding them forward in a way that feels natural. That confidence subtly communicates, “I know the value I can bring, and I want you to experience it.”
Start with the Mindset That This is Only the Beginning
Sometimes, our biggest barrier to securing the next step is in our own heads. We focus too much on whether they’ll say “yes” to a future call or if they might push back. But here’s the thing: when you approach every call or meeting with the assumption that there will be a next step, you naturally start leading the conversation in that direction.
In my early days, I used to think of each call as a separate event. But the game changed when I began viewing every conversation as one part of an ongoing relationship. I’d start with something like, “Let’s explore together where this could go,” or “Today’s call is just the start—I’m excited to dig even deeper with you.” Setting this tone from the start helps take the pressure off because you’ve already planted the seed for a follow-up.
Handling Hesitations with Confidence
What about when they don’t readily agree to the next step? This can be tough because hesitation from a prospect can often feel like rejection. But I’ve learned that hesitation isn’t necessarily a hard “no”; sometimes, it’s just a sign that they need more reassurance. A confident response here can make all the difference.
For example, when I sense hesitation, I might say, “I understand you’re weighing options, but I truly believe this is worth exploring further. Why don’t we set a time to touch base again, and if it doesn’t feel right by then, I completely respect that decision.” This shows them that I’m not just here to “make a sale”; I’m genuinely committed to finding the right solution with them. When you’re confident enough to give them space yet still request that next step, you’ll often find they’re more inclined to agree.
Being Direct Shows Respect
There’s a misconception that being too direct will come off as aggressive, but I’ve found that directness can actually be one of the highest forms of respect in sales. When you’re clear about what you want—a next meeting, a follow-up, or a commitment—it shows that you value their time and yours. It’s all in how you frame it.
I used to say things like, “Would you maybe be available next week?” and, “Let me know if you’d like to continue.” It was wishy-washy, and I found that I’d often end up waiting around for a response that never came. But once I started saying, “Let’s set a time to follow up next week and keep this momentum going. How’s [specific day] for you?” I noticed a big shift. It’s assertive yet respectful. You’re not leaving room for ambiguity, and it gives your prospect the impression that this is a process you’re both taking seriously.
Confidence with a Genuine Touch
Confidence can sometimes get mistaken for a lack of flexibility or warmth, but it’s possible to be both confident and approachable. When I end a call, I often say something like, “I’m really looking forward to the opportunity to help you meet your goals. If at any point you have questions or concerns, don’t hesitate to reach out. And in the meantime, let’s set a date to reconnect.” It’s both assertive and caring—letting them know that their success genuinely matters to me while keeping us on track.
Adding a personal touch to confidence can make it feel more genuine. I’ve had prospects tell me they appreciate how invested I seem in their outcome, and that’s always my goal. It’s a reminder that confidence in your work should feel as authentic to the prospect as it does to you.
Building Confidence Through Consistency
Confidence doesn’t just come from a pep talk before the call. It’s built over time with consistent actions. One of the ways I reinforce my own confidence is by being prepared and committed to every step I suggest. When I follow through on my promises, whether that’s sending a follow-up email or delivering on a small task before our next call, I know I’ve shown them my reliability. And nothing builds confidence—both yours and theirs—like being consistently reliable.
I used to assume prospects would just remember everything discussed, but over time, I realized that a quick summary email after each call not only keeps them informed but builds my confidence, too. When you go into each follow-up with a solid recap and a clear direction, you show yourself and your prospect that you mean business.
Confidence Sets the Tone for What’s Next
At the end of the day, securing that next step is about more than just setting a meeting. It’s about positioning yourself as a leader in the process, someone they can trust to guide them through their buying decision. Confidence is what sets the tone, leaving your prospect with the understanding that they’re in good hands.
So, next time you’re in that critical moment at the end of a call, remember: confidence isn’t just about sounding sure of yourself. It’s about creating a structure for their success and yours. Be intentional, be clear, and let your confidence shine through. The path to the next step is as simple as knowing the value you bring and guiding your prospect there with conviction.
