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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. 

Cal Thomas joined us to reveal the secrets of controlling sales conversations with questions.

We talked about these topics in this episode:

00:00-00:53 Intro

01:00-01:48 Controlling sales conversation means

01:55-02:49 Attitude for controlling sales conversation

03:07-07:34 Attitude for Upfront contract

07:38-12:27 Behavior for Upfront contact and controlling sales conversation

12:34-15:42 What happens if somebody breaks the upfront contracts?

15:44-17:45 The power of attitude, behavior, and techniques 

17:45-20:03 Q&A with Cal Thomas 


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