Comment by satvikpendem a day ago
The more that people spend the more they want to talk to an actual human to make sure their product and psychological needs are taken care of, in terms of being comfortable with the sale mentally too.
Depends at what level the company is at, especially if they're non-technical. I've found that non-tech VPs and executives definitely want a call, they'd never approve an email-only deal.
Maybe that's true for some people. But there's a lot of frustration being shown here and elsewhere that proves there is a demographic of people who really don't want this.
Cars are similar I think. Sure maybe some people need help. But there's is huge demand for a one-click, no-negotiation car buying "experience" (or lack of experience rather).
My conspiracy theory is that this has more to do with Salespeople and established sales channels (dealers) not being able to understand this both because their job depends on it and because they are naturally people-persons. So it feels intuitive to them and they have trouble understanding/accepting that many other are not.
I haven't found this to be true, and I've done some pretty large enterprise deals 100% over email.
People usually want a call because they don't know something, not 'just because.'