「释义」

销售人员协助客户接触信息的三种方法之一。给予型销售者的特点是抱有“多多益善”的心态。

One of three ways in which reps engage customers with information, giving sellers are characterized by a “more is better” mentality. 

「应用场景」

给予型销售者慷慨地分享数据、保障、白皮书、产品参数和更多信息，认为提供信息可以推进交易，应客户要求提供信息更是有用。这是一种促进买家了解的真诚努力，而且似乎显然是该做的事。

Giving sellers generously share data, collateral, white papers, product specs, and more because they believe that providing information, especially in response to customer requests, moves a deal forward. It’s a good-faith effort to advance buyers’ learning, and it feels like the obvious thing to do. 

给予型销售人员往往催促组织中其他人提供补充信息，仿佛提供信息这一行为可以令人信服地彰显价值。

Giving reps often press the rest of the organization for additional information, as if the very act of providing it were a compelling demonstration of value.

我们对B2B客户的调查表明，意义解读和积极销售成果之间有着紧密的联系。与意义解读型销售人员交流的客户有80%左右进行了高质量、不反悔的优质购买。与告知型销售人员沟通的客户这个比例只有50%，给予型销售者的客户则只有30%进行优质购买。

Our survey of B2B customers revealed a close connection between sensemaking and positive outcomes. Some 80% of customers interacting with sensemaking reps completed high-quality, low-regret purchases. Only 50% of customers interacting with telling reps, and 30% of customers interacting with giving reps, did so.