1. The Web-Based Sales Improvement Program
Prospecting Module 4
Prospecting Module 6
Welcome to Prospecting Module 6 in
The Web-Based
Sales Improvement Program
from SalesTrainingTV, a Subsidiary of Contact Based Selling
Prospecting Module 4

2. What we mean by “confusion” How to use confusion in prospecting
Prospecting Module 6
Prospecting Module 6
CONFUSION…How to Master This Concept and Change Your Prospecting Life
In the battlefield that is known as prospecting…we must use every tool in our arsenal to survive and thrive! There are many strategies available…but I like using the easiest and most powerful…
Confusion
What we mean by “confusion”
Why confusion works
How to use confusion in prospecting

3. What We Mean by “Confusion”
Prospecting Module 6
What We Mean by “Confusion”
Confusion is designed to freeze the prospect and keep them from slipping into their automatic dump mode or putting up the “force field”
It’s basically a strategy for dealing with a prospect’s strategies for killing our sales call
What we’re acting like is a person who is calling to clear up a few things…we only have half the information we need, and we’re calling to find out what is going on

4. Prospecting Module 6
Why Confusion Works
Confusion stops people in their tracks and makes them think
If they’re thinking, they’re not in auto-dump
They don’t see it coming…they don’t anticipate it…thus, they don’t know how to deal with it when they hear
We can always blame our confusion if we get stuck
There is so much change within a business…being confused is natural

5. How to Use Confusion When Prospecting
Prospecting Module 6
How to Use Confusion When Prospecting
On the phone
With screeners:
Look for help…
You’re trying to clear some things up…meaning THIS IS NOT A COLD CALL…DON’T KILL ME
With decision-makers:
We’re trying to figure out what might have happened in the past…
We have a file with only limited information…
Someone hasn’t updated the computer file

6. How to Use Confusion When Prospecting, continued
Prospecting Module 6
How to Use Confusion When Prospecting, continued
Face-to-Face Prospecting
Walked into the wrong place:
Don’t take anything with you…just pop in…out of breath… in a hurry
Just driving by and you’re curios (don’t take anything in with you)
Following up on a lead:
Check a card…”is this the place?”
You’re there for the demo…