---
title: In The Sales Tango, Are You Leading or Being Pushed Around?
description: In the prospecting, negotiation, and sales dance are you leading or are you moving backwards, placing your trust in the prospect?
image: https://thesaleswhisperer.com/hubfs/Blog-files/do_the_tango.jpg
---

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 Jun 13, 2025

# In The Sales Tango, Are You Leading or Being Pushed Around?

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)

Share: [facebook-f icon](http://www.facebook.com/share.php?u=https://thesaleswhisperer.com/blog/sales-leadership-tango) [linkedin-in icon](http://www.linkedin.com/shareArticle?mini=true&url=https://thesaleswhisperer.com/blog/sales-leadership-tango) [Twitter icon](https://twitter.com/intent/tweet?url=https://thesaleswhisperer.com/blog/sales-leadership-tango) [pinterest-p icon](http://pinterest.com/pin/create/link/?url=https://thesaleswhisperer.com/blog/sales-leadership-tango) [envelope icon](mailto:?body=https://thesaleswhisperer.com/blog/sales-leadership-tango)

 

The other day I opened with a [dancing story in my daily sales training](https://thesaleswhisperer.com/blog/make-every-sale-count-to-3) email, and today I am as well.

Now I'm fully aware that Ginger Rogers did everything Fred Astaire did, except *backward and in high heels, which speaks volumes about* her talents and abilities. 

But Ginger and Fred didn't just show up at 7:58 pm for an 8 O'clock show, pop a nickel in the jukebox, and "figure it out as they went."

(Shooting from the hip is one of [The 7 Deadly Sins of Selling](https://thesaleswhisperer.com/joy-stress).)

I also guarantee you Ginger guided Fred during rehearsals as they choreographed the exact moves they would and WOULD NOT make during their live performances because they were a team.

That diligent practice enabled her talent to be on full, effortless display when Fred led her around the dance floor.

Do you have that luxury with your prospects?

Do they agree to moves and the routine and the order of your sales dance? 

[![Twelve weeks. Live deals. We start in 48 hours. Book The Fit Call](https://no-cache.hubspot.com/cta/default/443614/interactive-184500196010.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLJsX6Xi0UxBLV145tXsL3gBq0zBjfIlNpFCdxo%2FGe%2FKH8UoFAtYLUHLab0swXFeg9h70UFwX9CVPLf%2FUdq%2B7FdFs9gNC8sLsQlOFpetrGnR08vxU7yQCLj2EEgubuXYU1ThSbJAxrZfKxkI%2BoFCBgfjfiUGZlFKXE0eWjhR8VV2BmkWBB1RcKt1U4lWaAHSb2VPANw2sXXCFeGUfUz6N0jz&webInteractiveContentId=184500196010&portalId=443614)

Or are you showing up to a Texas two-step competition wearing a kilt and wooden clogs? (Let me know how that works out fer ya. Oh, and take lots of pictures!)

Professional selling is many things:

- Art
- Science
- Courtship
- Battle
- [Strategy](https://thesaleswhisperer.com/blog/strategic-selling-tips-send-us-a-quote/)
- Positioning
- [Negotiation](https://thesaleswhisperer.com/blog/handling-the-price-push-on-proposal-negotiation/)
- [Persuasion](https://thesaleswhisperer.com/blog/the-secret-persuasion-techniques-making-people-like-you/)
- Influence
- Theater
- Persistence
- [Process](https://thesaleswhisperer.com/process-before-login)
- Systems
- Dance

And 50 to 100 more.

It's also teamwork and mentorship.

[![Score My Pipeline](https://no-cache.hubspot.com/cta/default/443614/interactive-178194433547.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLJN6yQW5AxTbYoAhLxH39mVtNYScwfVbWr4%2Bu5cIpCP3Cp9NGVksS6MnSCXsWKgMkRUVtMFhlGnp5eLuIDNUE2JFo%2FUrGsVxSyEJQR8qQi6CYneOo0rWsazrHSac2BrAF9CR3UW5LlNL497qmIAkAMUH0ChAGY2tFDkRSBjoSKwqeFOKFA1FyqPxrlQGOF98VHkAYX9%2F1qP&webInteractiveContentId=178194433547&portalId=443614)

How many more of those skills do you need to master? How quickly would you like to master them?

Market like you mean it.  
Now go sell something.

[Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai)

## Related posts

[![Good. Fast. Cheap. Pick Two. — AI-powered sales insights from Wes Schaeffer, The Sales Whisperer](https://thesaleswhisperer.com/hs-fs/hubfs/Blog-files/good%20fast%20cheap%20crazy%20horses.jpg?height=200&name=good%20fast%20cheap%20crazy%20horses.jpg)](https://thesaleswhisperer.com/blog/good-fast-cheap-pick-two)

[custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai)

## [Good. Fast. Cheap. Pick Two. (When and How to Be a TAD In Sales.)](https://thesaleswhisperer.com/blog/good-fast-cheap-pick-two)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Jun 13, 2025

How To Make The Sale So You Both Win Your prospects are overwhelmed. They were overwhelmed before...

[Read more](https://thesaleswhisperer.com/blog/good-fast-cheap-pick-two)

[![10 Body Parts With Only Three Letters: Arm — AI-powered sales insights from Wes Schaeffer, The Sales Whisperer](https://thesaleswhisperer.com/hs-fs/hubfs/Blog_Featured_Images/pexels-1616511-1.jpg?height=200&name=pexels-1616511-1.jpg)](https://thesaleswhisperer.com/blog/10-body-parts-with-only-three-letters-arm)

[custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai)

## [10 Body Parts With Only Three Letters: Arm](https://thesaleswhisperer.com/blog/10-body-parts-with-only-three-letters-arm)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Jun 13, 2025

Arm yourself with a sales process You're either working your own sales process or you're being...

[Read more](https://thesaleswhisperer.com/blog/10-body-parts-with-only-three-letters-arm)

[![](https://thesaleswhisperer.com/hubfs/Documents/Process_Before_Login_v4.pdf)](https://thesaleswhisperer.com/blog/sales-agenda-make-every-sale)

[custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai)

## [The Ideal Sales Process Includes a Sales Agenda to Make Every Sale](https://thesaleswhisperer.com/blog/sales-agenda-make-every-sale)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Jun 13, 2025

Why do so many sales trainers still teach

[Read more](https://thesaleswhisperer.com/blog/sales-agenda-make-every-sale)

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