Control Knowledge Center

Our Articles on Communication

1. Defining Real Sales Control

   If there’s one factor that sales organizations cry out to have—and that salespeople themselves crave—it is control. That is control over the deal. Control over the prospect. Most of all, control over bringing the deal to a close. What is real sales control?

2. Positive Control Means a Win-Win

   Continuing our series on control, we come to another reason that control is of such vital importance: you won’t reach the win-win of a closed sale without it.

3. 早期控制—更多成交

   Sales training—today and pretty much since the beginning of time—focuses almost exclusively on closing. Yet this constant focus has not resulted in higher closing ratios. They have remained the same over time: 80 percent of sales are made by 20 percent of salespeople.

4. The Power of Probing Questions

   Every day, salespeople deal with resistance because the sales process is an emotional one. I would like to help mitigate and make less of that resistance and possibly even make the whole sales process enjoyable! Here are a few actions you can adopt, make your own and work into your sales selling habits to help you turn your prospect's resistance into a desire to purchase.

5. How Important is Control?

   Control has negative meanings for some people. They resist control because bad control has been used on them, either in their childhood, in their jobs, or otherwise. Believe it or not, there is such a thing as good control. This could be the subject of a whole book, let alone a single newsletter article—so, for now, let’s stick to control as it applies to sales. As you’ll see, real sales success cannot be accomplished without control.

6. 創造急迫性以加速成交
   (members only content)

7. When You Can't Get Direct Access To The Final Decision Maker

8. Why Your Sale Spins Out of Control from the Start

   It could be that a percentage of your sales, pre-or post-covid19, have been lost because of a lack of control on the part of the salesperson. In fact, it can occur—and often does—that the sale can spin out of control, right from the start of any sales cycle.

   How and why does this happen?

9. Anxiety Kills Positive Control

   It is easy when a salesperson has a prospect in front of them who is somewhat qualified, for a salesperson to become anxious to push for the close.
   
   When this happens, the salesperson often stops listening to the prospect, who may very well be giving them the reasons they want to buy, which can be used to bring them gracefully through the sales process.
   
   Instead, the salesperson skips ahead to the Education step of the sales process, spilling out all the reasons the salesperson thinks the prospect should buy.

10. Why Does Your Prospect Pretend to be Just Looking?

    Control is utilized in sales to positively guide a prospect through the sales process.
    
    When done right, it is not only the salesperson that wins through closing the sale and earning a commission. It is also the prospect, for purchasing a product or service that will specifically and truly benefit them.
    
    The first stage of sales resistance is that age-old excuse for not talking to a salesperson: “I’m just looking.” 
    
    First, the truth of the matter is that your prospect is far too busy to be “just-looking

11. Doing Your Homework Puts You in Control

    In sales, control means a salesperson positively guiding a prospect right through the sales process, from beginning to end, completing every step.
    
    When this is not done—if steps are skipped or not fully completed—the sale is often lost. If it is done, however, you end up with the perfect definition of a sale, which is “an exchange in which both parties win.”
    
    A crucial key to control in a sale is homework.

12. Are You A Guide to Your Prospect…or a Bully?

    If you are going to successfully sell, you need to guide your prospect through every stage of the sales process. That is where control comes in.
    
    But this can be misinterpreted as attempting to push the prospect through the sales process. This is also known as “high-pressure sales,” and is an activity that makes people hate salespeople.
    
    This kind of “selling” could also be accurately described as bullying

13. 試探性問題的力量
    (members only content)

14. (not translated) Increasing Sales – How Soft Selling May Be Ruining Your Career

    Why is it that so many salespeople fail to make the grade in their personal sales careers and in the companies they work for? It’s because most suffer from a disease called soft selling.

15. 控制整個銷售過程
    (members only content)

Our Webcasts on Communication

1. 八的規則
   (members only content)

2. 試探性問題的力量
   (members only content)

Our Videos on Communication

1. 什麼是正向的控制？
   (members only content)

2. 可倫坡式結尾
   (members only content)

3. 如何作好組織工作，以增加銷售生產力
   (members only content)

4. 如何和你的潛在客戶達成共識
   (members only content)

5. 如何維持專注，增加產量
   (members only content)

6. 如何把更多事情做好
   (members only content)

7. 如何提高銷售量
   (members only content)

8. 遵守公司明令的，按部就班的銷售程序
   (members only content)

9. 如何和他人保持敞開的溝通管道
   (members only content)

10. 對價格的異議
    (members only content)