Many sales training programs will be framed around how you can control the process. I totally disagree with this approach. It’s unnatural for you and your prospect. Instead take a real and genuine approach by asking questions. When your prospect asks you a question, answer it to the best your ability at that point. If you don’t have enough information to answer their question, let them know.

Keep in mind that many of the people you will approach have been ‘trained’ to expect a pitch. When they don’t get one, they might be a little confused. They might even become impatient. That is why it’s important to answer their questions and not try and control the conversation or process. When you are prepared, you are in a much better position to go with the flow. Both you and your prospect will be more comfortable. And you will go a long way in differentiating yourself from your competitors approach.