Why do so many salespeople act like there is some unwritten law that requires them to acquiesce to all the buyer’s demands? Do they think scoring “obedience points” will put them in good favor and help them win deals?
I suppose they believe they’re being “customer focused” and “responsive”, which are inherently “goodness”. Or maybe they’re afraid. Afraid to upset the apple cart so to speak; create any conflict.
The truth is these types of sellers are not currying favor with the buyer. They are doormats. They set themselves up in a subordinate relationship with the buyer. And when sellers behave this way they are actually doing their prospects a disservice. Prospects are not getting the benefit of the seller’s knowledge, experience and insights that can help them make a better buying decision. Sometimes they are not getting the help they may need to effectively navigate a complex buying process.
What sellers really should want is a peer-to-peer relationship (or at least interaction). One where they control the process by guiding their prospects on a path they know from experience is mutually beneficial. Where they offer value in their experience and knowledge. This is what professional sellers do.
