There are many reasons why you, as the salesperson, should take control of a meeting with a prospect and its progress.
You are the one knowledgeable about the product on offer and you know what you need to learn about the prospect so you are able to offer the best solution possible. You must also try to give the client just the right amount of information for them to make a decision, but without overwhelming them with too much data.
However, there are prospects who like taking control and they will try to do this in your meeting too. Here are four tips on how to prevent this from happening and how to be the authoritative voice in the given negotiations.
