Summary: A lot of sales training focuses on the idea of maintaining control of the sales process: Directing attention, leading the conversation, deferring questions about price until the end. Essentially it's about getting clients to go along with your agenda rather than following their own. Is that realistic?<br> <br> <br> <br> David: Hi, and welcome to the podcast. Today, cohost Chris Templeton and I will be talking about the idea of maintaining control of the sales process. Welcome back, Chris.<br> <br> Chris: Hi David. I can't think of a single sales person who wouldn't want to completely control every sales situation. Is it at all realistic to think that we could do that?<br> <br> David: No, not at all.<br> <br> Chris: Okay. Good podcasts.<br> <br> David: Yeah.<br> <br> Chris: Moving on.<br> <br> David: Great chatting with you. No, it's not realistic to think that you can completely control every sales situation. Should we try to maintain control of each selling situation? Absolutely, we should. And can we do better if we do provide some sort of structure? Yes. So I think it's realistic to recognize that if we don't at least try to provide a structure, a framework, something that will allow people to get from the beginning of the sales process to the end, that they probably won't end up buying something. And a lot of time and effort and energy and thought has been put into the idea of what happens when a client follows a sales person's agenda, versus what happens when a salesperson follows a potential client's agenda. Because if somebody walks into a selling situation with the idea of, "I don't want to spend any money" and they're taking control of the situation, then the salesperson is ultimately buying that idea. And so many times over the years, you've probably heard the adage that somebody is always buying something. Either the salesperson is selling the person on the idea of the thing they're selling, or the potential buyer is selling the salesperson on why they're not buying. And somebody has to accept that. But there's always a sale being made. If you're going to be the salesperson, if you're going to be the person who is leading the conversation, then yeah, you definitely want to be able to increase the likelihood of having a successful outcome.<br> <br> Chris: So what are some of the components that are involved in discussions that help you to retain more control of the sales process?<br> <br> David: Well, a lot of it depends upon the people that you're interacting with. So I'm not going to pretend that there's some sort of magic formula that you can follow and have it work. Early on in my sales career, I took various sales trainings, and many of them talked about different structures that you want to have in place. And you want to start with step one and then move to step two and then move to step three. And you want to make sure that when you complete step one, you close the door on that. You're not going back and now you're going to step two. And as you listen to that sort of thing, you go, "wow, that sounds amazing." But then what you find out is that in practice, you cannot control that, right? You could think that you had the pricing stuff all nailed down, that you put a nice bow on it and you moved on and now you're onto the next thing. But the fact of the matter is that if the prospect then says, "okay, but I'm not sure about this," you're going backwards, right?<br> <br> Chris: Yeah.<br> <br> David: It's not like you can completely control that. So I'm not a big fan of creating rules in selling that are completely unenforceable. I don't like the idea of saying this is what has to happen when it's out of your control. So I look at,
