--- tags: Week 7, H3, M11 --- # Close the next steps :::info **You're in step 4 of a discovery call:** Qualify and close ::: Your call went great. Your prospect fits all qualifying criteria and they're interested in hearing next steps. Congratulations - you secured your first opportunity! How do you close the meeting? &nbsp; ## Close the next steps **1. Sum up what you've learnt** from your conversation and the prospect briefly. This helps to ensure you're aligned and shows you've listened well. &nbsp; **2. Recap the meeting goal.** At the beginning of the call you defined the goal of the meeting (using "[AMOTA](https://hyriseacademy.talentlms.com/unit/view/id:4586)"). Now, ask your prospect if this goal has been met for them. If they confirm, you can now recommend next steps based on that. Example: > You: At the beginnig of the call, we have agreed that the goal of this meeting is to find out if you have a need we can help with and if so, explain how we can help. Do you think we have met this objective? &nbsp; **3. Recommend specific next steps** based on your learnings and meeting the call objective. In most situations (and specifically for this mission), your recommended next steps will be to schedule a demo call. It's very important to find a date and time for the next meeting right there and then! If your prospect has bought into the value your product provides, he or she will gladly make time. This may go something like: > "When is a good time for the demo we have talked about - this coming Tuesday 9am or Wednesday 3pm? I will schedule a meeting for you and one of my account executive colleagues who will take over from here." &nbsp; **4. Follow-up.** Once you're done with the call, make sure to send them a carefully crafted follow up email and a calendar invite. Remember to send the invite to your prospect *and* your AE (you need to check their availability in their calendar prior to suggesting time slots to your prospect). Let's dive a little deeper into the recap email in the next lesson! <style> body > .ui-infobar, body > .ui-toc, body > .ui-affix-toc, body > .ui-community, body > .document-footer { display: none !important; } </style>