I haven't really written a post based on historic events in quite a while so this post is somewhat of a throwback to where this blog started.

I was recently reading about Childeric one of the earliest Frankish kings (how appropriate) on record. Without getting bogged down in the details let's just say that early on he was in trouble and certain people wanted him dead. He decided to flee and live in exile but before he did he took a gold coin and broke it in half, somewhat ruggedly so that the two pieces would be obvious fits for each other and nobody could really fake the other half. When it was safe to return a trusted friend would have the other half sent to him, it would fit and he knew it was safe to head home. The plan worked like a charm.

Sometimes sales people have to navigate dangers and there are points in every sales relationship where things could and often do go disastrously wrong. How many times are you surprised when you lose to a competitor? Why are you shocked when speaking with a purchasing person results in a competitive price war? When a buyer wants a proposal or a demo and then disappears are you shocked?

Like Childeric you need a sign or a token that lets you know it is safe to move on. Too many sales people jump and do what the prospects ask rather than helping the prospect work within their process. When the prospect controls the process from beginning to end is it any wonder that the results are far different than you might have desired? That said what are the keys to controlling the process?

• Start off in control - talk to the right person, describe your process, let them know how you want to be treated and communicated with going forward. These topics are hard to address once the ball is rolling.
• Maintain control - there will be numerous attempts by the prospect to get into the driver's seat and to start calling the shots. Be prepared and don't let that happen.
• Allow them to feel in control - there is nothing wrong with allowing the prospect to feel as if they are in control, letting them believe that events are their idea - the best sales people are excellent at doing this.

Following a criteria based and staged sales process will be like putting the pieces of that gold coin together - you will know when to move on and when to stand still.