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Josh Feinberg: Hi, Josh here,
welcome to this week's Josh's

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JabGrab, grab the jab before it
hits ya. Hey, this week's topic

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is going to be in regards to
being able to control the sale.

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And this is a really hard thing
when you're trying to work on

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the art of closing and sales.
Because you know, one of the

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struggles that salespeople have,
is being able to control the

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sale. So if you ever have that
transaction in the past that

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you've lost, and you're just
like, I just don't know why, you

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know, the customer may have
given you a couple hints of, you

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know, they were controlling the
sale, you know, the ball was

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always in their court, for
example, you know, let's just

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say if you were, you know,
selling lemonade, the customer

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is asking you what kind of
lemonade is this? Right? And you

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could have responded, well, it's
lemon, it's lemonade! And then

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from there, the customer asks
you another question, and ask

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you another question, right? As
a salesperson, it's not all

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about what you say it's about
the questions you ask, because

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they're going to be able to show
you a lot. So for instance, in

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that lemonade example, when
someone asks, hey, what kind of

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lemonade do you have? And then
you could also respond back with

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a question and say, Hey, you
know, tell me, what's your

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favorite type of lemonade?
Because maybe possibly, we could

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make it. And then the customer
would say, Hey, you know, I like

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strawberry lemonade. Well,
listen, I know you like

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strawberry lemonade, but you've
never had my type of lemonade.

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Now, tell me if you had the best
type of lemonade right in front

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of you, even if it wasn't
strawberry, and you have the

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ability of being able to taste
it for free. And if you liked

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it, would you have would you
buy? That's being able to

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control the client, right? So
instead of them asking you

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questions, you know, you're not
just an order taker, you're

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someone that's trying to be able
to find a solution and be able

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to tell the client, hey, listen,
I know I have the best product

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for you. I understand that you
have needs, but guess what,

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sometimes there's change, it's
inevitable. There's change and

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to tell you the truth. A lot of
times where there's change,

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there's a lot of benefits that
come along with it. So being

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able to control the sale, you
know, whatever you're doing this

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week, next week, for the rest of
this month, I want you to be

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aware of what's going on. And if
the clients in control of you,

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there's a good chance that
someone else is going to be

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calling your client and having
control over that sale, and

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they're probably going to end up
winning that deal. So cut the

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shit. Stop letting them have
control, control a sale by

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asking the right questions and
guide the conversation towards

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the solution. Have a great week.