Being Treated Well Does Not Indicate a Strong Buyer-Seller Relationship

The weaker the seller–buyer relationship, the more pressure is placed on the proposal.

Typically, more pressure on the proposal means a salesperson will need the lowest price to close the deal.

Far too many times, salespeople misjudge the strength of the relationship with their prospect by strictly focusing on the way they are treated.

Unfortunately, we have taught prospects that if they treat us well, we will give them a proposal or whatever they ask for.

Salespeople act this way because they are bombarded with so much rejection that they become hostages to any signs of hope or optimism.

Professional selling demands that salespeople understand that a rock-solid relationship is the foremost "feature and benefit" for a prospect. After that, everything seamlessly unfolds from there.