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Why Does Controlling the Sale Matter?


Have you ever left a sales interaction feeling like you were manipulated into a decision? It's a common experience, and it often stems from a misunderstanding of what control means in sales. Let's take a closer look at why controlling the sale matters and how it can be approached in a positive, empowering way.



The concept of control in sales is often misunderstood. It's not about forcing prospects into decisions they're not comfortable with. Instead, it's about guiding them towards a solution that meets their needs and objectives. Think of it like being an Air Traffic Controller, navigating planes safely through turbulent skies. As a consultative salesperson, your role is similar—you're there to provide guidance and support as prospects navigate the uncertainty of their buying journey.

But why does control matter in the first place? Simply put, it's about ensuring that the sales process is productive and efficient. When you're in control, you're able to steer the conversation in a direction that aligns with the prospect's goals, ultimately increasing the likelihood of a successful outcome for both parties. Conclusion: In summary, controlling the sale isn't about manipulation—it's about empowerment. For more insights on building trust and rapport in sales, check out our article Why Do Prospects Ask for References, and What Do You Do About It?

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