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Help Doc: Negative Implications – Sales Framework Stage 3

The "Negative Implications" stage is the third and critical part of the 4-part sales conversation framework. After identifying the Negative Situation (what’s going wrong) and exploring the Desired Destination (what they want), you now guide the prospect through the emotional and practical consequences of doing nothing—helping them connect in a powerful way to what’s at stake.

 

Purpose

To increase the urgency and importance of taking action now by helping the prospect vividly imagine the outcome if their problem does not get solved—or worse, if it escalates.

Key Objectives

  1. Set a Timing Commitment

    • Ask when they’d like to start seeing results.

    • Example: “If you found a way to start seeing results, when would you want that to happen?”

    • Purpose: Adds specificity and makes the decision feel immediate and real.

  2. Create Pain Around Waiting

    • Prompt the prospect to imagine the consequences of inaction or delay.

    • Ask:

      • “What happens in 2, 5, 10 years if this doesn’t get fixed?”

      • “If you leave today and don’t take action, what happens to all those positive things you said earlier?”

  3. Deepen Emotional Urgency

    • Encourage them to express, in their own words, the long-term costs of staying stuck.

    • Reinforce that action today is what separates progress from continued pain or regret.

Best Practices

  • Establish strong rapport before initiating this section. You’re going deeper emotionally—so trust matters.

  • Maintain a supportive, empathetic tone while staying direct.

  • Tailor the depth of questioning based on the personality and openness of the lead.

  • This stage is not about fear-mongering—it’s about helping the prospect confront reality and own their outcome.

Sample Script Snippet

“We’ve worked with thousands of people through this same process, and one question that always helps is this: What happens a year from now if nothing changes? If you’re still in this same place, how would that feel?”

Checklist Before Moving On

✅ Prospect has committed to a clear timeline for when they want to see results
✅ You’ve guided them through what’s at stake if they take no action
✅ Prospect has emotionally and logically acknowledged the pain of inaction
✅ You’ve deepened their commitment to solving the problem now

Next Step

→ Proceed to: Dynamic Presentation – Stage 4