There are many reasons why you, the salesperson, should take the control of the meeting with a prospect. You are the one who is knowledgeable about the product and you know what you need to learn about the prospect so that you're able to offer the best solution possible. Also, you must try give the exact amount of information to the client which enables them to make a decision, without being overwhelmed with too much data. However, there are prospects who like to take control, and who will even try to take over your meeting. Here are four tips on how to keep this from happening, and how to establish authority.
