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

2. WHY THE OLD SALES TECHNIQUES DON’T WORK ANYMORE
Sales Module 1
Sales Module 1
WHY THE OLD SALES TECHNIQUES DON’T WORK ANYMORE
What ARE the old techniques -How most people “Show up, throw up and split…”
Problems with the old style and why it’s dying
All about avoiding conflict
Dealing the deceptive nature of prospects
Starting the “Sales Clock”, (just like the cartoon about the wolf and the sheep-dog)

3. The Old Model Of Selling
Sales Module 1
The Old Model Of Selling
- Client says to the seller -- “Tell me a little about your product”
- Seller agrees and launches into a powerful presentation then asks the client what they may want
- Client asks a few questions, raises a few concerns or objections
- Seller may ask a few questions about the client’s situation
- Client tries to end call by “Looking everything over”
- Seller tries to close hard for a YES
- Client lies about situation and makes up budget problems, removed decision makers and other stalls just to avoid conflict
- Seller accepts some sort of neutral answer to avoid conflict

4. Problems With the Old Style of Sales
Sales Module 1
Problems With the Old Style of Sales
In this old style of sales what do salespeople have to do well?
Present
Why do salespeople seem to lose control with this style of selling?
They’re doing all the talking
Why don’t clients mind this type of sales process?
Salespeople give away all the information
What’s the problem with showing the client how informed you are, and how educated you are about your product or service?
They could care less about your product…they just care about their problems
What’s so bad about selling the client what they want?
The may know what they WANT, but they usually don’t know what they NEED

5. Why the Old Model is Dying Away It’s All About the Wrong Person
Sales Module 1
Why the Old Model is Dying Away
It’s All About the Wrong Person
It doesn’t identify needs – thus it’s not problem-solving in nature
It’s too obvious – clients have seen these techniques for years
It’s not natural for most of us – so…we won’t do it all the way
It’s loaded with potential conflict at the end

6. Why is there so much potential conflict in a sales call?
Sales Module 1
It’s All About
Avoiding Conflict
Why is there so much potential conflict in a sales call?

7. How We Avoid Conflict In a Sales Call:
Sales Module 1
How We Avoid Conflict In a Sales Call:
From the Prospect’s Perspective:
They don’t give information (short with their answers)
They act more interested than they really are
They don’t bring up the deep, dark (real) feelings
They make up others in the decision-making process
They lie and use massive amounts of deception
They end the call in a neutral fashion
From the seller’s perspective:
They politely share information in a non-pushy way
They stay away from talking about money
They don’t handle objections
They take the path of least resistance
They don’t really close

8. Sales Module 1
Both Prospect and Seller Desire to End Calls In a Non-Confrontational, Neutral Place!
Human’s Are Masters of Deception…
Specially Prospects in a Sales Call.
Either to avoid a fight…
or to spare someone’s feelings

9. Some More Truths About Prospects!
Sales Module 1
Some More Truths About Prospects!
They look normal, but they’re not themselves
They use more deception and flat out lying than they ever would in any other role they play in life
They don’t feel much guilt after they’ve lied to a salesperson … it’s just part of the sales “game”
They lie many times with good intentions -- they want to spare the feelings of the salesperson, or want to give them some hope

10. Remember the Old Cartoon About the Sheepdog and the Wolf?
Sales Module 1
Sales Module 1
Remember the Old Cartoon About the Sheepdog and the Wolf?
When the whistle blew, they tried to kill each other
They changed roles, objectives and ultimate desires
When the whistle blew at the end of the day…the rode home together…
When That “Sales Whistle” Blows…You’re Dealing With a Different Being
Sales Module 1