HOW IMPORTANT IS CONTROL OF THE SALES PROCESS?
DAVID RUBINSTEIN
EDITED BY
JIM OLSON
How important is control in the sales process? Most Sellers will respond “loads.” But if control was not as important as you think, how would that change the way you sell?
From our first sales job, we’re told that it’s essential to “control” the Sales process. That we must be in a position to guide – some might say manipulate – the Buyer. That without control, we are at the mercy of the Buyer. What do we really gain – and lose – with this attitude and mind-set?
Certainly, this sets up an environment fraught with pressure on our side of the equation. Sometimes, this attempt backfires and creates a combative sales environment. Why would anyone want to risk this when attempting to work with a new client?
How much more sense might it make accept that the Buyer will do what the Buyer will do? In developing new accounts, there’s plenty to do and focus on without gambling.
Best of all, it’s just easier to worry about what we’re doing. I believe that we should focus on the things that we can control and the rest will take care of itself.
What do you think?
Good Selling to you!
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