You spend months and thousands of dollars getting that corporate meeting. Then you blow it by handing over control to the buyer. I listen to call recordings from my clients all the time. They get in the room, lose control immediately, and walk out with nothing. Just “leave it with us.” It’s a crime. Don’t waste that money by losing control.

Here’s exactly how to keep it.

Way #1: Don’t Even Meet Unless They’re a Decision Maker

Never pitch to someone who can’t sign the check or influence the person who can. If they’re neither a decision maker nor an influencer on the buying committee, you’re just networking. If a high-level buyer says the decision maker won’t be there, meet with an influencer–only if you commit to doing everything else I’m telling you in this article. Then schedule a follow-up with the actual check signer. Before you walk in, confirm: Are they signing the check or influencing the person who is? If no, walk away.

Way #2: Demand At Least 60-90 Minutes

If they’re only giving you 30 minutes, they’re not taking you seriously. A 30-minute meet and greet serves no purpose when you’re selling six figures worth of services. Ask for 60 to 90 minutes upfront. If they won’t give it, that tells you how serious they are. But if you’re selling high-value services, you need the time.

Way #3: Set the Agenda Before You Walk In

Frame it this way: “We’re having a discussion to see how I can help and whether there’s a good fit.” Send a loose agenda covering their goals, expectations, hurdles, and case studies. Skip the capability presentation – it’s boring. Ask strategic questions instead. Never go in without clarity on what’s happening.

Way #4: Ask, Don’t Tell – Lead Immediately

When they say “tell us about yourself,” respond: “Before I do that, is it okay if I ask you a couple of questions around your needs so I can tailor my response?” Everyone says yes. People want to talk about themselves. You set the tone from minute one.

Way #5: Ask the Right Questions – Don’t Let Them Ramble

Ask about their vision for this area of their business. Then what’s kept them from getting there? Get them to put a dollar figure on it. Once you understand the problem and cost, say: “Is it okay if I tell you how I think we could help?” Give three to four top-line steps, then ask: “Is this what you need? Is there a fit?” If everything aligns, close with: “Can we schedule a scope of work meeting with all the key stakeholders?” Don’t deviate. I see clients get lulled when the buyer goes off on a tangent. They lose the thread. It’s a disaster.

Way #6: Interrupt Politely to Get Back on Track

When they’re not answering or have gone completely off track, take control back. Say: “Just a minute. Hold on. You said something really important there and I don’t want to forget what I was going to ask.” This tells them their input has value – but you need clarity to actually help them. Don’t let conversations ramble. Yank control back. Politely. Firmly.

The Non-Negotiable: Never Leave Without a Next Meeting

Get a commitment to check in, even if they don’t know the exact date. “Is it okay if I check in with you Monday at noon to see if you’ve been able to nail down a date?” Most people say yes. Get a meeting to get a meeting.

When you control the conversation strategically, you end up with a real strategic conversation with someone senior enough to understand the implications. That’s how you close deals. Plan it out. Execute the questions. Take control back when needed. Never leave without the next meeting locked in.

Want to reposition your messaging to grow your leads? Follow me on X, friend me on Facebook,watch my Podcast onYouTube or connect with me on LinkedIn –and let’s talk.