We often forget that the true purpose of negotiation is to build forward momentum in the relationship with our counterpart.
Sales meetings aren’t about the pitch. They’re not about the deck, the demo, or how insightful you were.
They’re about the outcome — and what happens after.
Let me put it differently:
If you walked out of your last sales call without a next step, you didn’t have a meeting.
You had a nice conversation.
The Dating Analogy (and the Missed Opportunity)
Think back to a first date. It went well. Good vibes. Laughs. Chemistry.
Then, at the end, you part ways — both wondering: Will there be a second?
That awkward limbo moment?
Salespeople live it every day — when they leave meetings hoping the buyer will follow up.
In my early years as an account manager, I fell into this trap often.
I’d obsess over my delivery. I wanted to be liked, to sound smart, to impress.
And sometimes I did.
But I didn’t progress.
My only follow-up was an email with the slide deck.
Then… silence.
Weeks of chasing. Ghosted.
It took me six months to realize: a good meeting without a next step is not a good meeting.
The Power of “Date-In, Date-Out”
In 2020, I met Manuel Hartmann, founder of The Sales Playbook in Zurich.
Manuel shared a concept that immediately resonated: Date-In, Date-Out.
It’s simple:
Date-In = the interaction (your meeting today)
Date-Out = the next agreed step (not a vague “we’ll talk soon” — a real commitment)
This language helped me explain something I had learned the hard way:
Never leave a meeting without a clear next step.
Not just to move the deal forward — but to test real interest.
No next step?
Then it’s not a priority for them. Or not the right fit.
And that’s still progress.
What a Good “Date-Out” Looks Like
It doesn’t have to be another meeting.
It can be:
A commitment to test your product or share internal data
A call with procurement
An intro to the decision-maker
A date for proposal review
Or even: “We’re not ready” (disqualification is also clarity)
A Date-Out gives your process structure — and gives your prospect a clear path forward.
Why This Matters More Than Ever
In complex B2B sales, the biggest killer isn’t pricing or competition.
It’s stalling.
Deals rot in the pipeline because momentum dies.
The solution isn’t better slides.
It’s a better close to the meeting:
A clear, mutual, next step.
My Rule Today (And Yours Tomorrow)
Here’s what I teach every team I work with:
Before you end the meeting, you need to know:
What happens next, when, and who’s involved.
This shift changed the way I sell — and coach.
Try it once and you’ll see: meetings become missions, not performances.
Final Thought
Don’t send another deck.
Send the next step.
If you’re serious about improving your close rates, shortening your sales cycle, and building real negotiation confidence — then Date-In, Date-Out isn’t optional.
It’s your new minimum standard.
Let’s raise the bar.
👉 Want help building momentum into every sales conversation?
I coach sales teams and leaders to structure meetings, qualify real opportunities, and win the moments that matter.
Constantin Papadopoulos is a negotiation expert, sales trainer, and founder of Snipers.sale, a consultancy helping B2B teams turn conversations into commitments. He has trained hundreds of professionals across industries to close complex deals with clarity, structure, and style.
He is the author of Negotiating with Style: How a Tie, Science, and Strategy Close Bigger Deals — a book that blends personal stories, research-backed techniques, and battle-tested sales strategies.
In it, he explores how confidence, preparation, and a few well-placed questions can outperform raw power or charm.
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