Two experiences taught me about control in sales.
Four months of d2d. Mid-ticket products.
I could set the frame well—31% retention rate proved that.
But whenever clients hit me with resistance ("Why should I go with you?"), I lost control.
I'd justify—features, benefits, price. The more I explained, the more they pushed back.
I knew something was wrong, but I didn't have the answer yet.
Semi-finals. Taitaja2026 Keski-Uusimaa. Selling sports products—protein bars, drinks, electrolyte tablets.
I learned the redirect in the last practice before competition: whoever asks controls. Whoever answers reacts.
Mid-pitch, I tested it:
Me: "Can I ask, do you do sports?"
Client: "I don't do sports."
Most salespeople justify here. I redirected: "That's okay, but do you notice your energy levels drop during the day?"
The conversation shifted. They started talking about their problem. I was leading.
Result: 89.55/100 in the semi-finals.
That's when I understood: questions create control. Justification loses it.