Are you ready to discover why building customer self-confidence is more crucial than ever in today's B2B sales landscape?

Brent Adamson and Karl Schmidt join us today, the duo behind the upcoming book "The Framemaking Sale." These sales experts unravel the critical yet often overlooked aspect of buyer confidence. They shift the focus from traditional supplier-centric models to the empowering idea that true confidence comes from within the customers themselves. This perspective not only transforms how we view B2B sales, but also highlights the importance of nurturing decision confidence. 

Throughout our conversation, Brent and Karl introduce their innovative concept of framemaking, a strategy that aligns sales solutions with client priorities. This approach goes beyond typical sales tactics by fostering genuine, lasting relationships with clients, even when they choose competitors. Their ideas promise to shake up conventional sales methods.

Topics covered during this episode include:

• Why buyer confidence should be supplier-agnostic and focus on customers' decision making abilities.
• How Brent and Karl met each other at Corporate Executive Board (now part of Gartner).
• Why nurturing customer decision confidence is crucial in B2B.
• How framemaking aligns sales solutions with client priorities to overcome decision complexity.
• Why the book emphasizes customer confidence over supplier trust for effective decision making.
• The impact of decision complexity, information overload, and outcome uncertainty.
• Why understanding clients' businesses deeply helps navigate obstacles and maintain deal momentum.
• How salespeople can anticipate and overcome potential deal barriers.
• Why gaining customer confidence involves addressing emotional and rational decision aspects.

Listen now to learn how to revolutionize your B2B sales approach with innovative framemaking techniques that build lasting customer relationships.

 

Brent on LinkedIn: https://www.linkedin.com/in/brentadamson

Karl on LinkedIn: https://www.linkedin.com/in/karl-schmidt-q