We’re programmed to buy in a certain way and we’re programmed to sell in a certain way. Sellers qualify based on the ability to use a good, rather than any actual qualification. Are you qualified to get your carpets cleans? The question is, do you have a home or carpets? People who are technically qualified get pushed into a state where they’re looking at solutions.
Salespeople are problem-solvers and fixers who want to present their goods as opposed to investigate the ability for a buyer to want or use these goods. Buyers naturally gain an advantage in this area in that they begin getting really good information on solutions and ideas to solve their issue with free information. The salesperson is doing this to get their needs met and to feel optimistic about their job but are being trapped into doing unpaid consulting which is engaged with no commitment by the buyer. Often times, sellers don’t realize they create unequal business stature and are willing to be abused in hopes that they are chosen at the end of an engagement.
