[Best of ASP] Overcoming "Passivity" in the Sales Process - a podcast by Bill Caskey and Bryan Neale: B2B Sales Trainers, Business Strategists and L

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.

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Further episodes of The Advanced Selling Podcast

Further podcasts by Bill Caskey and Bryan Neale: B2B Sales Trainers, Business Strategists and L

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