RAB Insights

RAB Research Archive

Relinquishing control

The majority of buyers become more optimistic about the possibility of doing business once they feel they're the ones controlling the process.

In that spirit, it may be a good idea to relinquish a certain amount of control, allowing the prospect to dictate a timeline for the sale, as well as how and when the two of you will meet to discuss each step.

It's an ideal way to let the buyer know you're both on the same page, while putting him or her at ease about the risk of being pushed into an unwise buying decision.

Source: Business consultant Mark Ingwer