Welcome to Sales Module 1 in

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

• Sales Module 1
• WHY THE OLD SALES TECHNIQUES DONT WORK ANYMORE

• What ARE the old techniques -How most people
  Show up, throw up and split
• Problems with the old style and why its 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)

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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 clients
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
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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? Theyre doing
all the talking Why dont clients mind this type
of sales process? Salespeople give away all the
information Whats 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 productthey just care about
their problems Whats so bad about selling the
client what they want? The may know what they
WANT, but they usually dont know what they NEED
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Sales Module 1

• Why the Old Model is Dying Away
• Its All About the Wrong Person
• It doesnt identify needs thus its not
  problem-solving in nature
• Its too obvious clients have seen these
  techniques for years
• Its not natural for most of us sowe wont do
  it all the way
• Its loaded with potential conflict at the end

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Sales Module 1
Its All About Avoiding Conflict Why is there
so much potential conflict in a sales call?
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Sales Module 1

• How We Avoid Conflict In a Sales Call
• From the Prospects Perspective
• They dont give information (short with their
  answers)
• They act more interested than they really are
• They dont 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 sellers perspective
• They politely share information in a non-pushy
  way
• They stay away from talking about money
• They dont handle objections
• They take the path of least resistance
• They dont really close
• They end the call in a neutral fashion

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

• Some More Truths About Prospects!
• They look normal, but theyre not themselves
• They use more deception and flat out lying than
  they ever would in any other role they play in
  life
• They dont feel much guilt after theyve lied to
  a salesperson its 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

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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 daythe
  rode home together
• When That Sales Whistle BlowsYoure Dealing
  With a Different Being