What does the "take control" portion of Teach, Tailor, Take Control refer to?

The "take control" portion of Teach, Tailor, Take Control is about moving the conversation forward. This step involves guiding the discussion in a way that maintains the salesperson's influence over the dialogue and ensures that the focus remains on the prospect's needs and how the solution being discussed can address those needs. It’s crucial for advancing the sales process by actively managing the interaction and ensuring that the prospect remains engaged and responsive. By taking control, the salesperson can address any objections, reinforce value, and lead the prospect toward a decision, all of which are essential for a successful sales outcome.

This aspect is distinct from simply ensuring the prospect is listening, as effective communication also requires engagement and interaction rather than just passive listening. Providing more details, while important at certain points, does not encapsulate the essence of taking control, which is more about direction than depth of information. Finalizing the sale is a subsequent step that comes after effectively managing the conversation and does not represent the ongoing nature of "taking control" during the discussion.