{"id":533,"date":"2011-01-04T18:30:45","date_gmt":"2011-01-04T23:30:45","guid":{"rendered":"http:\/\/www.archimediastudios.com\/corporate\/?p=533"},"modified":"2011-01-07T09:25:40","modified_gmt":"2011-01-07T14:25:40","slug":"the-meaning-of-yes-in-sales","status":"publish","type":"post","link":"https:\/\/www.archimediastudios.com\/corporate\/2011\/01\/the-meaning-of-yes-in-sales\/","title":{"rendered":"The meaning of “Yes” in Sales?"},"content":{"rendered":"

\"\"<\/a>One of the most common problems I hear about from sales teams is the problem of traction. They can get into the big companies, but they can\u2019t get that \u201cyes\u201d to turn into dollars. We here….<\/p>\n

\u201cWe\u2019re getting commitments, but we\u2019re not getting orders\u2026\u201d<\/p>\n

\u201cSome of the biggest companies out there are our customers, we just aren\u2019t getting the volume\u2026\u201d<\/p>\n

\u201cThe decision-maker is saying we\u2019re going to get the business, but then her people order from their old suppliers\u2026\u201d<\/p><\/blockquote>\n

Sales people are pathologically optimistic, and that\u2019s a good thing. If they weren\u2019t, how could they get out and face the rejection and frustration that accompanies the sales process? But that optimism carries with it some inherent dangers for their companies.<\/p>\n

False positives, missed signals and \u2018hope\u2019<\/strong><\/p>\n

Sales people receive a variety of \u201cyes\u201d answers during the sales process that create the sense that a deal has occurred. In reality, there is at least one unseen step in the decision spectrum where the \u201cmaybe\u201d masquerades as \u201cyes.\u201d You can probably spot it:<\/p>\n

1.\u00a0Curiosity.<\/strong> Buyers are seeking market intelligence, wondering if there is an alternative to what they are doing now and if they can negotiate concessions out of their current provider using your offering as leverage.<\/p>\n

2.\u00a0Interest.<\/strong> Buyers are considering your solution in a head-to-head comparison with what they are doing now or with other options.<\/p>\n

3.\u00a0Commitment.<\/strong> Buyers have agreed you are a qualified vendor that they will use for future purchases. The unstated part of this idea is the \u201cif\u201d factor. That means that their agreement hinges on a series of elements:<\/p>\n