White Paper: Creating Trust with Buyers Through Selling With Insights

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Summary: Customers want value above all else, and value is much more complex than an insight pitched over the course of one or two meetings. The best sellers are the ones that differentiate themselves by adding value through insights. In doing so they make their buyers smarter without making them feel stupid, they challenge the buyer's thinking without challenging the person, they are comfortable dealing with conflict when there are opposing viewpoints, they avoid self-serving behaviors that erode trust, and they use exceptional judgement and emotional intelligence throughout the pursuit and in the moment with the buyer. This white paper outlines how using well-timed insights creates trust with buyers.