567Sales

The 5-6-7 Method

A sales process small enough to remember and useful enough to repeat.

Use five steps to control the opportunity, six questions to understand the buyer and seven follow-ups to keep the decision moving.

5

Five steps

Give every enquiry a clear route.

  1. Capture. Record the enquiry and agree when you will respond.
  2. Qualify. Check the need, urgency, fit and decision process.
  3. Propose. Present the right solution, price and next action.
  4. Follow up. Add value and remove uncertainty across seven touches.
  5. Close or learn. Win the work, schedule a later review or record why it was lost.
6

Six questions

Understand the job before you sell the answer.

The questions uncover why the customer is acting, what result matters, how the decision will be made and what could prevent it. The toolkit supplies the exact prompts, guidance and a structured place to record every answer.

One example: What outcome would make this worthwhile?
7

Seven follow-ups

Stay useful without becoming a nuisance.

The sequence moves from confirming the next step to resolving uncertainty and reaching a clear decision. Each contact has a different job; it is not seven versions of “just checking in”.

One principle: every follow-up should add value, remove uncertainty or agree a decision point.

Put it into practice

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Why the method starts before the quotation

Follow-up cannot repair a poorly understood enquiry. The five steps begin with capturing the opportunity and qualifying it properly, so the eventual quote reflects the customer’s actual priority, timing and decision process.

The six questions are prompts rather than an interrogation. Their answers tell you what the customer is trying to achieve, why the issue matters now and what could prevent a decision. Read the introduction to sales questions for new enquiries.

Why seven follow-ups does not mean seven chasers

A follow-up can confirm receipt, provide promised information, explain a recommendation, answer a concern or agree a later date. Each contact needs a purpose. If the customer declines or asks you to stop, the sequence ends immediately.

The method provides an upper structure, not a demand to contact every customer seven times. Adjust the pace to the urgency and value of the work. See how many times you should follow up for practical timing.

Why recording the opportunity matters

A useful record needs more than a customer name and quotation value. It must preserve the information that affects the decision, the next action and the final outcome. The editable tracker in the toolkit brings those details together and flags overdue actions automatically.

Use the method on a real enquiry

Choose one open quote rather than trying to repair the entire pipeline at once. Check what you know, identify the missing decision information and plan one useful contact. The quote follow-up guide explains the principles; the toolkit contains the complete working sequence.