|SalesVantage.com >> Article Archives >> Sales Strategies >> Winning Strategies to Succeed in Complex Sales|
So, you're playing in the big leagues now. You are involved in high-stakes, high-return, multi-faceted sales, but has something changed? Are you finding that the skills that won sales for you in the past just aren't working as effectively today?
If you sell business-to-business or business-to-government, chances are your transactions involve long sales cycles and require multiple decisions from multiple people at multiple levels of power and influence. The days of presenting and closing simple, specified solutions to buyers making simple, low-risk business decisions are over. You have to juggle conflicting perspectives from a variety of people in several different companies, including yours, that may even cross national and cultural borders. You have made it to the high stakes world of the complex sale, and you are going to have to ratchet up your skills and disciplines if you are going to compete and succeed.
When salespeople use a conventional sales process in a complex situation, they are like major league pitchers hurling 90 mile-per-hour fastballs at batters who may be at the plate for the very first time. What are the chances that such batters will connect? In a complex sales situation, customers don't get up to bat that often. Yet, salespeople continue to pitch reams of solution data at customers, leaving them alone to try to comprehend, sort and connect all of that information to their world, on their own. A salesperson wants the customer to connect. But if he keeps hurling those fastballs, the customer is going to just keep striking out. And a strikeout for the customer is a strikeout for the sales team.
What is required is a systematic approach to turning complex sales solutions into winning proposals. A system called Diagnostic Business Development®
Jeff Thull is a leading-edge sales and marketing strategist and valued advisor for executive teams of major companies worldwide. As President and CEO of Prime Resource Group, he has designed and implemented business transformation and professional development programs for companies like Shell Global Solutions, 3M, Microsoft, Intel, Citicorp, IBM and Georgia-Pacific, as well as many fast track, start-up companies. Jeff is a compelling and thought-provoking keynote speaker for corporations and professional associations worldwide. He is also the author of the #1 best selling books Mastering the Complex Sale, and newly released, The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale. For more information contact: Prime Resource Group, http://www.primeresource.com, 1.800.876.0378.
More articles by Jeff Thull
More articles on Sales Strategies