Get a positive Outcome on EVERY sales call.

If you have the right mindset and you consistently follow a sales process. It's possible to come out of every single sales call you make with a positive outcome. The "secret" is to understand what constitutes a positive outcome. 

1. The first positive result, obviously, is an order.
2. The second positive result is knowing you aren’t going to get an order. After all, if you aren't ever going to get an order from a prospect, you want to know that sooner rather than later. So, getting a definite no from a prospect is a good thing when it allows you to close a file rather than chase after a no-win proposition.
3. The third positive result is getting a solid, reliable commitment for future action. For example, if the process slows down because a key decision maker is on holiday or away on business, a positive result would be to set up a future appointment for your selling team with that person. Or, if the prospect doesn’t have the money in this year’s budget, a positive result would be a commitment to complete the sale on a certain date at the beginning of the next budget year.
4. The fourth possible positive result is often not obvious to most salespeople. They get an order, they get a no, or they get a solid commitment on what will happen next. But what about those times you leave a sales call and you have accomplished none of those? Obviously, something went wrong. And, if you have a system, you can figure out what it was. By debriefing your call, going over each step of the system, you will find out where you lost control, and what you need to do better the next time. You can identify the problem and learn from your mistakes—that’s the fourth positive result when selling