Do you ever feel like you're losing control of the conversation during a prospecting call or sales appointment? You quickly realize you better regain control of the sale, or you're going to lose the deal.
Some prospects engage you with a multitude of questions around product features. Can your software do this... can it do that? At first, you think, "Wow" this customer is really interested! Thirty minutes later you realize... wait a minute... we're nowhere close to getting this deal.
Here is a technique you can master to regain control of the conversation. I call it the Statement, Benefit, Probe technique.
