{"id":13132,"date":"2022-08-26T18:15:32","date_gmt":"2022-08-26T18:15:32","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/how-to-succeed-at-controlling-a-sales-conversation\/"},"modified":"2022-10-18T16:09:54","modified_gmt":"2022-10-18T16:09:54","slug":"how-to-succeed-at-controlling-a-sales-conversation","status":"publish","type":"post","link":"https:\/\/sandler.com\/podcasts\/how-to-succeed-at-controlling-a-sales-conversation\/","title":{"rendered":"How to Succeed at Controlling a Sales Conversation"},"content":{"rendered":"\r\n

The best salespeople always find a way to control and direct the conversation. They do this by asking probing questions, listening intently, and always being prepared with the next question. By taking control of the conversation, they are able to steer it in the direction they want it to go.\u00a0<\/p>\r\n\r\n\r\n\r\n

Cal Thomas joined us to reveal the secrets of controlling sales conversations with questions.<\/p>\r\n\r\n\r\n\r\n

We talked about these topics in this episode:<\/strong><\/p>\r\n\r\n\r\n\r\n

00:00-00:53 Intro<\/p>\r\n\r\n\r\n\r\n

01:00-01:48 Controlling sales conversation means<\/p>\r\n\r\n\r\n\r\n

01:55-02:49 Attitude for controlling sales conversation<\/p>\r\n\r\n\r\n\r\n

03:07-07:34 Attitude for Upfront contract<\/p>\r\n\r\n\r\n\r\n

07:38-12:27 Behavior for Upfront contact and controlling sales conversation<\/p>\r\n\r\n\r\n\r\n

12:34-15:42 What happens if somebody breaks the upfront contracts?<\/p>\r\n\r\n\r\n\r\n

15:44-17:45 The power of attitude, behavior, and techniques\u00a0<\/p>\r\n\r\n\r\n\r\n

17:45-20:03 Q&A with Cal Thomas\u00a0<\/p>\r\n\r\n\r\n\r\n

Find him at:\u00a0https:\/\/www.linkedin.com\/in\/calthomas3\/<\/a>\u00a0<\/p>\r\n\r\n\r\n\r\n

SUBSCRIBE:\u00a0https:\/\/podfollow.com\/howtosucceed<\/a><\/p>\r\n\r\n\r\n\r\n

Join us in our virtual summit:\u00a0www.sandler.com\/summit<\/a><\/p>\r\n","protected":false},"excerpt":{"rendered":"

Cal Thomas joined us to reveal the secrets of controlling sales conversations with questions.<\/p>\n","protected":false},"author":167,"featured_media":13133,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1204],"tags":[1484,1212,1227,1476],"class_list":["post-13132","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-podcasts","tag-podcasts","tag-questioning-strategies","tag-sales-clients","tag-upfront-contract"],"acf":[],"yoast_head":"\nHow to Succeed at Controlling a Sales Conversation - Sandler<\/title>\n<meta name=\"description\" content=\"Cal Thomas joined us to reveal the secrets of controlling sales conversations with questions.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/podcasts\/how-to-succeed-at-controlling-a-sales-conversation\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to Succeed at Controlling a Sales Conversation - 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