Sales Training Controlling the Sale

The truly great salespeople, the sales pros, have the selling situation in control from the moment of contact to the moment of close. Someone always takes control…… It’s the mediocre salesperson who allows the prospect to establish first control.

A key topic for your sales training must be the subject of controlling the sale Before control devices can be used, the power of the human computer, the brain, must be understood. Automatic, passive and active information are controlled by the brain. As with any computer, however, the brain can compute only those things that are programmed into it. This programming technique requires three things to happen:

  • Practice
  • Drill
  • Rehearse

Reprogramming, again and again will build into you quality sales, communication skills and control competence.

As J.Douglas Edwards, Master sales trainer says… “As in all professions, practising sales professionals are those who practice the reflex actions of their skills every single day”

The three major factors in controlling the sale are:

1 ….Control to a predetermined conclusion. Determine early what the prospect wants to buy and control your presentation towards that target.

2…..Sell in bunches of bananas. Turn the control of the sale situation to your favour by multiplying the items being sold
eg accessories or add ons.This works particularly well for small ticket items.

3….Control starts with the door breakers. Use referrals, last name introduction, and product delivery techniques to open the door which leads to the control of your presentation.

Control your sale through computerised reflexes.

Sales control is what great selling is all about.

One of the best tools we could ever recommend for Controlling the Sale is the use of the little-known… Front End Contract. This is available for no fee at Please go to our website, print it out, and learn it.

It is a true game changer.

About David Jackson CSP

David is internationally known as “THE SALES DOCTOR” for his Vitamins for Success and prescriptions for uplifting Profits.
He has over 30 years of experience as an internationally recognised Sales Skills and Communication Coach including Keynote Public Speaker. David brings the ability to positively transform the skills and attitudes of his audiences with humour and real world experiences. He will lift you to a new level.

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