Getting the fine line of being in control and being too powerful in a conversation especially in sales can be hard at times. Being in control is being able to facilitate the conversation in a way that is going to drive at some point or goal if we look at it in the sales perspective. Asking good questions is going to be the start for you. Ask questions that are going to illicite responses of more than just yes or no but rather open ended questions that get the prospect talking all about themselves.
Continuing, you need to be able to stick to your sales process obviously with some flexibility depending on the situation. Don’t allow yourself to fall into the trap when you get tripped up to fall off of your sales process. The next thing that is worth talking about is the idea that sometimes you need to go for the “no” when the situation calls for it. Not every sales conversation is going to end in a sale but rather it might just be a no. Maybe if you approach it from the method of chasing the no then they might change their mind but you have to be ok with the idea that not every sales conversation is going to be successful. Be able to say things like “I’m not sure this makes sense.” Plus, be able to use negative reverses that add a negative element in the conversation. For example, “I dont suppose that is somethign that you are interested in, is it?” This helps you figure out what is going to be appropriate for them and what they want to get.
In summary, being able to control the sales process doesn’t mean being overpowering rather being able to guide the conversation to a certain goal in relation to sales.
RMcIlwain
Andrew, you nailed the important balance of staying in control without being pushy is what makes a salesperson effective. I like how you emphasized sticking to the process while staying flexible, and being willing to hear “no” shows real confidence and professionalism in a sales conversation.