Question: If a sales team tends to have hostile negotiations with their prospects, which phase of the frictionless selling framework will be most helpful to them?
- Enable
- Align
- Transform
Explanation
Align focuses on reducing buyer-facing friction by shaping the sales process around the buyer’s needs and expectations. Hostile negotiations indicate that the sales process is creating tension rather than helping the buyer make a confident decision. Clear expectations, transparent communication, and a buyer-centered process can reduce conflict before negotiation begins. This improves trust and makes the buying experience more convenient.
Why the other options are incorrect
Enable focuses on improving salesperson efficiency, not primarily on improving buyer-facing negotiation dynamics.
Transform focuses on coaching and continuous learning, not the immediate structure of the buyer’s sales experience.
Source for verification
https://academy.hubspot.com/lessons/align-sales-team-with-buyer
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