1. 1 Welcome to Sales Module 4 in The Web-Based Sales Improvement Program from SalesTrainingTV, a Subsidiary of Contact Based Selling Sales Module 4

2. 2 BENNETT’S FOCUS ON “YES” OR “NO” Sales Module 4 We MUST begin to understand that there are only two outcomes that are acceptable at the end of a sales call: YES or NO (for today)

3. 3 What is NOT acceptable? Sales Module 4 “Let me think about it…” “We MIGHT end up doing something…” “I need to show this to a few people…” “I’d like to check my budget first…” “We’re very INTERESTED…”

4. 4 These are known as “Positive Neutrals” – things that we say that sound good, but really mean nothing. Why do clients use these “Positive Neutrals” in a sales call? Salespeople want to hear them. Salespeople accept them as answers. Thus…they reduce conflict while committing to nothing. They end the call without the client having to buy anything, or throw out the seller. Sales Module 4

5. 5 Why do salespeople accept these “Positive Neutrals” in a sales call? They honestly think it’s better than hearing NO. It makes for a friendlier finish to the call. It gives them something good to tell their sales manager. It fills the sales pipeline with something to work on tomorrow. Sales Module 4

6. 6 WHEN WE ACCEPT SOMETHING OTHER THAN A YES OR A NO AT THE END OF A SALES CALL… WE INVITE PEOPLE TO “SIT ON THE FENCE” AND THIS WILL DESTROY OUR SALES PIPELINE NOT FILL IT!

7. 7 Why is getting a NO better than getting a MAYBE? Because we can turn 30% of NO’s back into YES’s and just 2% of MAYBE’s! There’s JUST no comparison. Sales Module 4

8. 8 Understanding the Sales Pipeline: It is the “prospect mix” you’ve got in your “blender” each month. This mix of prospects will churn out a certain result. It contains a number of cool prospects, warm prospects and hot prospects…with a larger number of cool than warm prospects…and a larger number of warm than hot… thus it starts big and funnels down to where it shoots out the sold clients

9. 9 Sales Module 4 Understanding the Sales Pipeline, continued 2: An example of what your sales pipeline might look like, 100 cool prospects 20 warm prospects 5 hot prospects 2 SOLD clients

10. 10 Sales Module 4 How YES or NO Flushes the Pipeline The sales pipeline must be continually flushed out by determining where the client truly is We determine that by making them “pick sides”…YES or NO…and not simply accepting “We’ll think it over…” By allowing “maybe’s” to exist in the pipeline (and remember that 98% of maybe’s are really NO’S) we give ourselves false hope and won’t pursue new prospects to add to the pipeline (also has to do with Call Reluctance)