About conversation

Suppliers are answering questions, but they're not leading the conversation. So in psychology, this is called reactive positioning, which means that when you only respond, the buyer controls the direction, and you lose the influence. So the buyer might ask about the pricing, the product, the shipping, and you answer everything without even asking them a word of question. So then the conversation goes nowhere. So you could answer, and then guide it back by saying like, oh, that's a good question. May I ask what's most important for you in this project? So now, you're not only just answering, you are leading the conversation somewhere. So, if you only respond, you follow. But if you guide, you influence. Because guess what? Deals don't close because of pressure. Deals close because of clarity and by understanding customer psychology.