Adding Objectivity to the buying process

It appears odd,but some people don't want to buy from people they like. They're afraid that if they really like the sales man or woman, they will somehow make a bad decision based on rapport or friendship. If that strikes you a goofy way to make a buying decision, join the club.(After all, wouldn't you rather do business after the sale with people you like?) Regardless, it makes enough point to some customers and prospects that they will try to create an arm's length relationship by asking you for a written proposal.