Controlling the Sale and Turning Tough Prospects into Customers.

Dealing with "Just show me the demo".

During your sales career there will be many times you talk with prospects who think they are more important than you. It comes with the territory of sales.

This is because sales is by necessity a power struggle.

You are fighting over who will extract the most value from the other, influencing another person to take the actions you want them to take.

When y…