Two things are critical to any sales person's success: controlling the things that are within your power to control and influencing the things that aren't. This deck examines that philosophy.

1. YOUR SALES GUN
NEEDS TWO
BULLETS
THE ART AND SCIENCE OF CONTROL AND INFLUENCE
ryan schertzer

2. Significant achievement in any
discipline requires excellence. In sales,
two areas are absolutely critical:
1. Control
2. Influence
ryan

3. First, you must be excellent at
controlling what you can control.
You can control how many phone calls
you make, emails sent, understanding
of your solution, follow-up quality and
timeliness, etc.
ryan

4. Failure in any of the
things that are in your
control are entirely on
you! No excuses. This is
the science part of the
exercise. Set goals and
do not compromise.
ryan schertzer
Rule 1:
Be excellent at
controlling what you can
control.
Reminder:
This is your “17 pieces of
flair” moment. Do you
want to do the minimum
amount of the activities
within your control?

5. ryan
Rule 2:
You must be excellent
at influencing what
you can’t control.

6. You can not control whether
prospects:
- Answer the phone
- Respond to emails
- Have budget to solve the
problem
- Buy things
- Operate according to your
timeline
ryan
Sad Groucho is sad.

7. You can influence whether
prospects:
- Answer the phone
- Respond to emails
- Have budget to solve the
problem
- Buy things
- Operate according to your
timeline
ryan

8. Same. Exact.
List.
This is the art.
It’s up to you to
recognize the
impact your
influence can
have. ryan

9. ryan
So, how exactly can you
influence prospects?
*Hint – serious model
faces are not the key.

10. ryan
How do I influence them to answer the phone?
Try a double dial. If they don’t answer the first call, try
them again immediately. If you double dial, you will
reach 18% more of your contacts, according to
Vorsight’s research

11. ryan
How do I influence them to respond
to emails?
Write better emails. Duh, right? Stop sending
product info and sounding salesy. Suggest that
your product might not work for them or that
you can see they’re clearly not interested in
discussing further. Don’t beg for a response.
Stand out.
*No
pineapples
were harmed
in the
making of
this slide.

12. ryan
How do I influence their budget?
If the problem is serious enough, there will be funds to
dedicate to it. It may require you to help build a
compelling business case to articulate that to the right
audience.
* Clearly a building and a bus were harmed in the making of this slide, but it wasn’t me. Promise.

13. How can I influence them to operate according to my
timeline?
Customers buy for their reasons in their time. If you’re
aware enough of what’s going on you may be able to
pull the right levers to trade for time. If not, don’t push it.
You lose credibility when you stop listening.
ryan

14. Be excellent at
controlling what you
can and influencing the
rest and make a LOT
more money.
ryan