The Best Salespeople Know Everything

According to research company Gartner, there are three types of salespeople – a Giver, a Teller, or a Sense Maker.

The “Giver” is someone who says something like, “I want to give you some information that may prove helpful to you.”

The “Teller” is someone who says something like, “Let me tell you about what we have to offer and what makes us so different.”

And the “Sense Maker” is someone who says something like, “There is a lot of information out there, but I’m here to help.”

If we are honest, we may be a bit of everything, but which persona do you identify with the most?

According to Gartner, the overwhelming majority of buyers want to work with the Sense Maker. 

With so much information available online and at our buyer’s fingertips, it’s only understandable that they would be looking for someone to help them make sense of it all. Buyers like things easy. And as Jeff likes to say, when it comes to our buyers, “Easy = right.” The easier something feels, the righter it feels.

So, what’s the danger or downside of being a “Giver” or a “Teller”?

Confusion.

That’s right, we are confusing our buyers! Sadly, in our attempt to build value and/or educate our buyers, we are causing information overload. And the reality is, a confused mind says, “No” or “I want to think about it.”

I believe that the best salespeople know everything, but only share what’s important to their customers. They ask the types of questions that give their buyers clarity and confidence when answering – bringing them to the logical conclusion that a purchase makes sense.

That’s the Sense Maker. Is that you?