Gartner came out with a study last year revealing that a buyer spends 61% of their purchase process time doing research outside of the 39% of their time spent with you, your competitors or their internal buying groups. That’s our fault as sellers. A substantial responsibility of ours as sellers is to provide buyers with everything they need to make a confident prediction of what their experience and life will be like using our products and services – in a trustworthy way where the buyer actually believes what you’re providing.
Hiding our flaws is a quick path to 61%. Stop it. 🙂
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