3. What sensemaking sellers do differently? - Deepstash
How to Sell Anything

Learn more about marketingandsales with this collection

Effective communication

Persuasion techniques

Closing a sale

How to Sell Anything

Discover 81 similar ideas in

It takes just

12 mins to read

3. What sensemaking sellers do differently?

  1. Collaborating on customer learning. A sensemaking rep ensures that the conclusions customers reach are their own. The goal is to Socratically guide buyers on a learning journey, not tell them what to do. Sensemaking reps often encourage customers to independently verify seller provided information and give them an easy way to do so. They offer a framework for learning that makes customers feel in control; that confidence increases the chances that buyers will make a decision rather than delay or stand pat

10

93 reads

MORE IDEAS ON THIS

What can sellers do (Contd.)?

  1. Trust in the seller: Things typically end poorly when a customer senses that a rep has failed to provide complete and accurate information because the rep is focused on meeting his or her own needs. Customers who are highly skeptical of a rep’s claims are 1.6 times less like...

9

99 reads

Why it makes Sense?

  1. When forced to decide in the face of overwhelming amounts of information, people often fall back on cognitive biases 
  2. Common ones include anchoring (relying too heavily on the first piece of information offered), belief perseverance (clinging to one’s initial thought), and the status...

10

59 reads

1. What sensemaking sellers do Differently?

  1. Connecting customers with relevant resources: Sensemaking reps curate the information they share for utility and clarity, including only what will help customers advance with increasing confidence along their purchase journey. Sensemaking reps readily admit the limits of the...

9

96 reads

Facts

  1. At Gartner, we surveyed 1,100 B2B customers.
  2. Nearly 90% agreed that the information they encounter as part of a purchase is generally of high quality; believable, relevant, backed by data, supported by expert analysis, and conveyed in a compelling manner. But they struggle to make s...

9

64 reads

2. What sensemaking sellers do differently?

  1. Clarifying information: In many ways, a sensemaking rep’s key to success is the ability to boost a customer’s belief that the rep empathizes with the difficulty of making a complex purchase decision. That requires helping customers feel that they’ve asked the right questions...

9

89 reads

Sales Rep use it as opportunity to sell

  1.  Salesrep employ a version of the Socratic method, not telling customers what to think but instead helping them create a framework within which to make their own decisions.
  2. The aim is to support customers regardless of the outcome. When the buyer’s direction aligns with the supplier...

9

89 reads

Sensemaking for Sales

  1. Your customers are overwhelmed with information. Help them figure out what they need to know
  2. Analyst reports, corporate blogs, display advertising, email marketing, infographics, podcasts, white papers, word-of-mouth recommendations: All are competing for the opportunity to influence...

11

144 reads

What can sellers do?

  1. Customer’s decision confidence: the degree to which the buying group believes it has determined the right questions to consider, prioritized the information that matters most, and identified consistent themes. Customers high in decision confidence have managed to make sense ...

9

101 reads

CURATED FROM

stash-superman-illustration

Explore the World’s

Best Ideas

200,000+ ideas on pretty much any topic. Created by the smartest people around & well-organized so you can explore at will.

An Idea for Everything

Explore the biggest library of insights. And we've infused it with powerful filtering tools so you can easily find what you need.

Knowledge Library

Powerful Saving & Organizational Tools

Save ideas for later reading, for personalized stashes, or for remembering it later.

# Personal Growth

Take Your Ideas

Anywhere

Organize your ideas & listen on the go. And with Pro, there are no limits.

Listen on the go

Just press play and we take care of the words.

Never worry about spotty connections

No Internet access? No problem. Within the mobile app, all your ideas are available, even when offline.

Get Organized with Stashes

Ideas for your next work project? Quotes that inspire you? Put them in the right place so you never lose them.

Join

2 Million Stashers

4.8

5,740 Reviews

App Store

4.7

72,690 Reviews

Google Play

samz905

Don’t look further if you love learning new things. A refreshing concept that provides quick ideas for busy thought leaders.

Shankul Varada

Best app ever! You heard it right. This app has helped me get back on my quest to get things done while equipping myself with knowledge everyday.

Ashley Anthony

This app is LOADED with RELEVANT, HELPFUL, AND EDUCATIONAL material. It is creatively intellectual, yet minimal enough to not overstimulate and create a learning block. I am exceptionally impressed with this app!

Sean Green

Great interesting short snippets of informative articles. Highly recommended to anyone who loves information and lacks patience.

Ghazala Begum

Even five minutes a day will improve your thinking. I've come across new ideas and learnt to improve existing ways to become more motivated, confident and happier.

Giovanna Scalzone

Brilliant. It feels fresh and encouraging. So many interesting pieces of information that are just enough to absorb and apply. So happy I found this.

Laetitia Berton

I have only been using it for a few days now, but I have found answers to questions I had never consciously formulated, or to problems I face everyday at work or at home. I wish I had found this earlier, highly recommended!

Jamyson Haug

Great for quick bits of information and interesting ideas around whatever topics you are interested in. Visually, it looks great as well.

Read & Learn

20x Faster

without
deepstash

with
deepstash

with

deepstash

Access to 200,000+ ideas

Access to the mobile app

Unlimited idea saving & library

Unlimited history

Unlimited listening to ideas

Downloading & offline access

Personalized recommendations

Supercharge your mind with one idea per day

Enter your email and spend 1 minute every day to learn something new.

Email

I agree to receive email updates