Control: What does it give you? What do you lose? Where is the real control?
Recently I listened while a coaching client pitched his solution precisely when he could have facilitated his prospect through the contingent issues she had to handle before she could buy anything.
SDM: Why did you pitch when you pitched?
CL: It gave me control over the conversation, and gave her the data she needed to understand why she should buy.
SDM: So what sort of control did you achieve?
CL: Now she knows how our solution will meet her needs.