No More Maybes: How to Tell If Your Sales Call Was Worth It

You hang up the Zoom call and think, “That went well… I think.” 

The prospect nodded. They seemed interested. You both said, “Let’s stay in touch.” But now, a week later, your inbox is silent.

Sound familiar?

In Conversations Made Easy, Chris Jennings calls this the “maybe zone”—and it’s where too many good conversations go to die.

The real question isn’t “Did the call feel good?” It’s:

“Did we create a real next step?” 

Let’s break down how to assess your calls with clarity - and how to avoid wasting time on conversations that never had a future.

The “Feel Good” Trap

A sales call can feel successful without actually moving anything forward.

Why?

Because friendliness isn’t commitment. Agreement isn’t action.

Chris puts it this way: “If you didn’t schedule a next step, you don’t have an opportunity, you have a polite conversation.”

That’s not harsh. It’s clarity. And clarity is what prevents you from spending the next three weeks in follow-up limbo.

Ask Yourself These 3 Post-Call Questions

Next time you finish a call, don’t rely on your gut. Use this quick checklist:

1. Do we have a time and date for the next step?

If the next meeting isn’t scheduled, it probably won’t happen. “Let’s touch base soon” isn’t a plan, it’s a delay.

2. Did they agree to take action?

Not just “sounds good.” Actual steps. Sharing internal info, talking to a decision-maker, or reviewing something before your next call.

3. Did we define what progress looks like?

Are both sides clear on what the next stage is? Did you define what a “yes” or “no” looks like moving forward?

If the answer to any of these is “no,” then you may not have had a real sales call—you had a conversation about sales.

What a Real Opportunity Sounds Like

Let’s compare.

Maybe Zone: 

• “Thanks, this was really helpful.”

• “Send me some info and I’ll take a look.”

• “Let me talk to the team and get back to you.”

Momentum Zone: 

• “Let’s schedule time next week to review this together.”

• “I’ll send over our current vendor terms before our next call.”

• “I’ll loop in our ops lead—can you meet her Thursday?”

One feels passive. The other creates action.

What to Do If You’re in the Maybe Zone

It’s not a lost cause - yet. But it is your job to reset the frame.

You can say:

“To make sure this is worth both of our time, would it make sense to schedule a check-in now?”

“Just so I’m clear, what would need to happen internally for us to take the next step together?”

If they can’t answer, won’t commit, or dodge the conversation? That’s your answer.

The Bottom Line

Sales isn’t about vibes. It’s about movement.

If your calls consistently end in maybes, it’s time to upgrade your clarity - not your charm.

That’s exactly what we teach in Conversations Made Easy - how to lead with structure, identify real opportunities early, and stop chasing ghosts.

Enroll now in Conversations Made Easy to learn:

• How to recognize buying signals fast

• Scripts for securing next steps with confidence

• Conversation structures that prevent ghosting and create momentum

The best sales calls don’t just feel good - they go somewhere. We’ll show you how to lead them.