From the course: Mastering Authentic Influence for Highly Successful Sales
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Questions that regain control
From the course: Mastering Authentic Influence for Highly Successful Sales
Questions that regain control
- So the person asking questions is the person who's controlling the meeting. 'Cause the questions steer the topics that are brought up, who gets the turn to talk, and the questioner gets to be the one who really took over the process management of the meeting. As soon as a client takes over questioning, especially when it's early in the meeting, it means that I've lost control of the meeting. And I don't want that to happen because what they'll do is they'll start asking me questions that prematurely lead me toward needing to present a solution. So the best way to get back control, which, oh by the way, is definitely in my benefit and definitely in the client's benefit. They do not want me presenting before I have enough information. It's not going to help them, it's not going to help me. So the best way to do that is give them a short answer to the question and then double click on their question. 'Cause I like to say…
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