Understanding Relationship and Task Tension During The Needs Analysis Process
The initial encounter with a prospective client can feel like navigating a minefield of uncertainty. This delicate phase is fraught with what we call relationship tension—a natural byproduct of unfamiliarity and the inherent skepticism that accompanies interactions with sales professionals.
Understanding and effectively managing this tension is paramount to fostering productive conversations and building trust, which are essential ingredients for successful sales outcomes.
Source : https://blog.thecenterforsalesstrategy.com/setting-the-table-for-a-great-needs-analysis