Lots of sales methodologies are focused on the idea that salespeople could control the sales process throughout its lenght.

This idea clashes with the reality and human nature, and this is most evident in the moments of tension which arise as a result of this excessive control by the salespeople.

In these moments friction increases, prospects and customers want the control back and want to drive the conversation: any attempt to reverse this dynamic can backfire.

But how to get rid of this tension?
How do we avoid it develops?

I talked about this with Tom Stanfill, author of "unReceptive: A Better Way to Sell, Lead, and Influence" and founder of "ASLAN Training & Development."