Selling 9th Edition by Stephen Castleberry,John Tanner

Exercise 11

A customer asked the salesperson, "How do you intend to solve my problem?" The salesperson told the customer his approach and provided a time line on when each step would be completed. When asked for the sale, the customer said, "Oh, I'll just do it myself." Now that she had the process spelled out for her, she felt that she no longer needed the salesperson. Was her behavior appropriate? Why or why not? And, whether appropriate or not, how can salespeople avoid such situations?