Maintaining Control of the Sales Process

sales process

Staying in control of your sales process is a big part of sales success. It’s easy to let emotion or distraction or someone else derail you if you aren’t careful. Maintaining that control comes from regulating yourself and there are a couple of aspects of that self-regulation that we’re going to explore. They include self control, trustworthiness, conscientiousness, adaptability, and innovativeness.

Self control is very important in the sales process. Being able to control your impulses while in a sales meeting or on a call helps you maintain control of the situation and position yourself as a professional. You never know what a prospect is going to say – no matter how well you prepared. Being able to control how you respond can be a game changer.

Trustworthiness and Conscientiousness Go Together

People like salespeople who are honest and have integrity. These are people who follow through on their commitments and tell it like it is. There will be times when you cannot provide the solution the prospect needs. You should tell them so. Don’t tell them you can help and then try to create a solution. They’ll see through it. Those who are honest and do what they say they will do are the ones who win over the prospect and build long term relationships.

Remember that sales is about relationships. You don’t want to be chasing after new clients all the time because you are losing current ones. You want to add to the foundation. Trustworthiness and conscientiousness are key to relationship building.

For me, adaptability goes along with self control. Can you bob and weave? Can you think on your feet? In sales, this is a great skill to have. When a prospect throws you a curve ball, how you react – or respond – matters.

Along the same lines is innovativeness. Coming up with solutions and ideas shows your prospect that you are really thinking about them and trying to help them solve a problem. We sell best when we match a solution to a problem. Sometimes our solution needs to be tweaked a little to fit the problem the prospect is experiencing. The ability to innovate during the sales process can be the difference between getting the sale or losing the sale.

When you realize that you are responsible for the success of the sales process you will make sure that you are staying in touch with your skills and techniques.

Remember, the prospect is looking to you to help them solve a problem and to be the expert in your field.

Sales success Photo via Shutterstock


Diane Helbig

Diane Helbig Diane Helbig is a Professional Coach and the president of Seize This Day. Diane is a Contributing Editor on COSE Mindspring, a resource website for small business owners, as well as a member of the Top Sales World Experts Panel at Top Sales World.

4 Reactions

  1. Hi Diane,
    Trust is so important to the sales process…and to maintaining customer relationships, I might add. It sounds so obvious to talk about trust building as an important component of your business strategy. But it’s something I don’t think enough business owners really think about. We think, Of course we’re trustworthy. Can’t people see that? But we don’t stop to think about what we can do every day to inspire that trust.

  2. Lisa Ballinger

    Honesty is the most important part of our business. It is part of our mission and everyone is aware of its importance. Without honesty you can lose trust and with no trust you will make it very difficult to make a sale.

  3. My idea is to know the quality of your customer first and you can gather information about your customer over the entire selling process. This will give you a clear image about the customer and help you decide whom to build up a good relationship with and continue doing business for a longer period of time. What do you all think about this?

    • Continuing to get to know your client is indeed essential. As the seller we get to decide who we want to do business with. And the only way to know for sure is to take the time to get to know prospects and clients.

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