Today’s customers have access to high-quality information and rely less on sellers for data and insights across a purchase. This buying environment places significant pressure on sales leaders to evolve how they influence customer purchase decisions. It is essential to figure out what behaviors win, when customers are doing so much of their learning independently
The Sense Making approach leads to high-quality deals
Gartner data shows that sellers using a Sense Making sales approach were significantly more likely to reduce skepticism and build confidence with buyers, compared to the Giving and Telling approaches.
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The Sense Making approach leads to high-quality deals
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