What is the objective for the next call? Be one step ahead.
The sales cycle often takes several calls or a number of steps. Don't be afraid to skip to the close whenever it seems like a good idea to do so, but when you do get agreement on phase one, be sure you plan what your next move should be. Write it down so that you don't have to try to remember exactly where things were left hanging. (Folks this is value proposition #1 on call reports and call logs) Who said yes? Whom else do you need agreement from? When are they due back from vacation? Do samples have to be sent? When should you check to see if they arrived? What did you promise you would do before the next go-around? Don't trust your memory, especially if you have eight or ten new account prospects all working at once. It's your job to move the question. What should your next move be? No need to be a Russian chess master and attempt to work three moves ahead, but you should keep the situation moving forward if at all possible. Sometimes you just have to wait things out. Just make some simple notes on the next step so you don't miss whatever window of opportunity may open for you.