In every sales interaction, two systems are at play—the prospect’s system and the salesperson’s system. The key question is: 'Who’s leading the process?'
Many salespeople assume showing up to a meeting is enough, but without a structured system, they often find themselves reacting to the prospect’s process rather than leading the conversation. Prospects, naturally defensive about their money and decisions, tend to take control—especially when they encounter a traditional, hard-sell approach.
This dynamic creates what we call 'the buyer-seller dance.' If you don’t have a clear, effective selling system, you’re likely following rather than leading.
Successful salespeople recognize the subtle manipulations prospects use—often in self-defense—and know how to stay in control while ensuring a win-win outcome.
Are you leading the sales process or letting the prospect take charge?
The difference could determine your success.
