Question: If a sales team asks their prospects to make large commitments early on in the sales process, which phase of the frictionless selling framework will be most helpful to them?
- Enable
- Align
- Transform
Explanation
Align helps sales teams match their sales process to how the target buyer wants to buy. Asking for large commitments too early creates buyer-facing friction because the buyer may not have enough trust, clarity, or confidence yet. A better-aligned process uses smaller, appropriate next steps based on the buyer’s stage and readiness. This makes the experience more convenient and reduces unnecessary pressure.
Why the other options are incorrect
Enable focuses on removing internal obstacles for salespeople, not primarily on the size or timing of buyer commitments.
Transform focuses on coaching and continuous learning, not primarily on redesigning buyer-facing commitment points.
Source for verification
https://academy.hubspot.com/lessons/align-sales-team-with-buyer
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