Proverbs 17:27

Proverbs 17:27 

Whoever restrains his words has knowledge, and he who has a cool spirit is a man of understanding.

Christian Based Selling

Leading a prospective client meeting is similar to quarterbacking a football team.  While you and your team have a game plan you must also react to the client.  It is not uncommon for an executive level prospect to voice opinions or ask questions that are off topic or jump ahead in your planned sequence.   This typically happens early in the meeting as a challenge to your dominance.   

The biggest risk to losing control of a meeting is if the prospect starts asking questions about your product or service BEFORE you have had the chance to qualify their needs.  If you or your team start answering questions before qualifying then YOU have relinquished control of the meeting--you have been sacked.  You need to prep your team beforehand that they should not start answering questions until you have given the green light in the meeting.  

Additionally, we have all had the prospect that likes to talk about anything and everything.  These types of people are great because they are easy to get to know but if you allow off topic commentary to go too long you lose precious game clock.   It is easier for a prospect to chat then it is to give you and your company serious consideration.    
  
When these disruptive moments arrive it is our job as the sales professional to get things back on track.   Just like a quarterback, we need to maintain our composure and reestablish our control of the meeting.  We do this by taking a moment to think about what has been said or asked before we speak.    We are then able to acknowledge the prospect's commentary or question and explain in a thoughtful manner when we will cover that topic.  

A sales professional who can maintain control of CXO level meetings is someone who understands people, the purpose of the meeting and has learned the tactics and language of gracefully leading a business dialogue.   Our mission is to ask the questions we need to ask, share information about our solution, answer questions and define the buying process as well as next steps.   When we do our job correctly we have productive meetings that build trust due to our professionalism.   

Can you recall a meeting in which the prospect took control?  How did it happen?  What could you have done differently?  How can you and your team prepare to avoid these situations in the future?