The Advanced Selling Podcast: Sales Training | Leadership Coaching | B2b Sales Strategy | Prospecting Tips

Are you to passive or too aggressive? How you get right in the middle? In almost every sales process there is, "Controlled tension." This happens when there is stress around who's controlling the process, you or the prospect. The reason you should be in control is because you have the solution, but the prospect thinks they should be in control because they have the money. This control tension gives way to the question of, "how assertive should you be in guiding the prospect through the prospect?" In this episode, Bill and Bryan talk about "Passivity" both from a mindset standpoint and a tactical standpoint. ========================================= Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. ht