The Central Conflict of the Typical Sales Relationship

6 Min

Don't become an unpaid consultant.

Take the lead in your sales relationships.

Let's take a closer look at the buyer-seller conflict.

Time for a quiz.

Ashan was developing a lead, and he was feeling great. The prospect was interested, enthusiastic, and asked lots of questions. So Ashan presented his company’s solution to the prospect. But the prospect just emailed him: “Budgets are shifting, and we’ll have to get back to you in a few weeks.”

Quiz 1 of 1

Where did Ashan go wrong?

He established a rapport with the prospect too early.
He failed to detect the prospect’s unreliability.
He manipulated the prospect and they caught on.
He gave the prospect a solution for free.

The correct answer is D

Ashan gave the prospect his expertise, and solved the prospect's problem — for free.

Lesson complete