It’s all smooth sailing.
You’re running the show.
Then it happens.

The customer takes over.
“Don’t tell me this. Show me that.”
“Next slide… Next… Next… Got it.”
You’re suddenly on their turf.
And now?

You feel like a yellow belt holder in a real fight.

All those concepts—gone.
SPIN? Out. Conceptual selling – what??.
RoI calculator? Ignored.
What do we do?
We panic.
We U-turn and scramble to regain control.
But what we really need?
A diversion, not a U-turn.

Customer isn’t buying your RoI logic?
Don’t insist.
Pause.
See how they look at it—and show how yours fits better.

They throw the final price at you and ask for a decision?
You panic.
Don’t.
Wait.
Let them ask, “Shall we finalise?”
Then—ask something unexpected.
Divert.

Bring them back to the road.

Sales is not about control.
It’s about steering.
When they take the wheel,
take a side road… and lead them back.