Gartner Glossary

Sense Making

Sense making is an information-sharing approach associated with high-performing seller behavior. Sales representatives are encouraged to adopt sense making to carefully share information with customers to guide them toward a clearer, more rationalized view. This approach helps the customer make sense of and act on the information they have encountered. When customers overcome their inherent skepticism of sellers and feel more confident in the information they encounter, they are more likely to make the deal all sellers aspire toward — a high-quality, low-regret deal.

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