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Control In The Selling Process - The Most Critical Factor
by Jim Masson
Control, it's one of the areas stressed by most sales trainers. Learning how to 'control' during the sales process is critical to your success, however it is what most trainers miss that is the most important control area of all.
What is taught by trainers? Generally, it's how to control the customer throughout the selling experience, isn't it? Salespeople are taught 'control techniques' to control some of the prospect's behavior. Sadly, sometimes salespeople are even taught 'abusive' control techniques designed to attempt to control the customer's thought processes for manipulative purposes..
A degree of customer control is certainly required to help the salesperson stick to a gameplan that will serve the customer well and in an efficient manner. Otherwise the salesperson and the prospect would both waste valuable time. That physical element of control actually benefits the customer because it allows the salesperson to 'guide' the prospect smoothly through the purchase experience.
Manipulative control doesn't serve the customer nor does it serve the salesperson in the long run, but I digress. The control that most trainers fail to talk about is actually the most important in my opinion. I'm referring to techniques, tips and strategies that allow the salesperson and even sales managers to control what goes on in their own minds during the selling process.
If you sell for a living you know that you have the 'mental movies' playing in your mind all the time, don't you? Many of them will trigger unproductive reactions to events or customer comments. Many trigger irrational fears leading to the salesperson making incorrect assumptions.
Can you imagine how beneficial it would be to you and your income potenial, not to mention your self esteem, if you had the tools to be your own script writer, producer and director of those mental movies? You can choose to easily acquire these control skills.
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About the Author
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