Eliminate wasted time and increase sales by recognizing that letting prospects “think it over” is not an option. There are only four acceptable outcomes for any sales call. You either get a “yes” which is a great outcome. Or you get a “no” which is not as great but not as bad as it sounds. You can get the prospect to agree to a clearly delineated action to happen at a specific time in the future. This is also OK they explicitly agree to a specific action at a specific time. Tacit (unspoken) approval of vague actions at a nebulous future date are not acceptable. If you don’t get one of the first 3 acceptable outcomes then you must get a lesson in what you did wrong. If you don’t learn from your mistakes you are bound to repeat them and you will stunt your growth as a sales professional. If you get enough lessons and apply them on subsequent calls you will eventually master the profession of selling and become the optimal salesperson and achieve effortless high performance.
