Mastering the Complex Sale 3 pptx
Mastering the Complex Sale to Compete and Win_10 pptx
... capability. Depending on the com-
plexity of the sale, the solutions that our clients undertake,
and the ability of the salesperson, the time requirements for
210 BUILDING A VALUE-DRIVEN SALES ORGANIZATION
E1C09 ... developed. Otherwise,
most salespeople will dismiss the change, consider it the
‘‘flavor o f the month,’’ and assume that ‘‘this too shall pass,’’
if they keep t...
Mastering the Complex Sale to Compete and Win_1 doc
... the first edition of Mastering the Complex
Sale the leading sales strategy book of the past decade.
In fact, many of the changes in this new edition were stimu-
latedbythequestionsyouaskedandthecommentsyou
made ... not to
The Driving Force of Complexity 11
E1C01 02/02/2010 Page 12
see the world clearly through their customers’ eyes, but
when they do, they find that they face...
Mastering the Complex Sale to Compete and Win_2 doc
... win the complex sale.
The often-ignored reality of Era 3 s complex sales
environment is that customers need our help. They need
help understanding how to analyze the p roblems t hey face.
They ... decades.
5
On the other end of the complex sale scale are rela-
tively simple transactions, often in the thousands or tens of
thousands of dollar s. Many of the products and...
Mastering the Complex Sale to Compete and Win_3 docx
... utilize the tools and techniques needed
to succeed in the complex sale. They represent the
‘‘how-to’’ of successful Era 3 selling and enable sales-
people to execute the system.
3. Discipline is the ... investigate the validity of
the hypothesis, he also decides he should investigate it
with you.
56 A PROVEN APPROACH TO WINNING COMPLEX SALES
E1C 03 02/ 03/ 2010 Page 50...
Mastering the Complex Sale to Compete and Win_4 pot
... disqualified them. These sales-
people will not only avoid the questions that could end the
sale, they w ill go so far as to consciously ignore the signals
that suggest the sale will not happen. These salespeople
aren’t ... such major roles in complex sales.
Themorecomplexthesale,themoreradicalthe
change that the customer must undertake, and the greater
the actual and percei...
Mastering the Complex Sale to Compete and Win_5 docx
... of the way, but when the salesperson
tried to close the sale, the manager refused to sign the deal.
‘‘What went wrong?’’ asked the mystified salesperson.
There were only two possibilities: Either ... access. They identify the best
Key Thought
Who Gets the Call in the Middle of the Night?
The best sales professionals seek to enter the organiza-
tion through the door o...
Mastering the Complex Sale to Compete and Win_6 docx
... between the sales professional and the
customer. They lay out the ground rules for a constructive
sales engagement.
These agreements lay the foundation for the begin-
ning of the Diagnose phase of the ... Is the Vehicle That Drives the Sale,
and the Cost of the Pain Is the Accelerator!
When we define the cost of the problem, we put a price
tag on the dissatisfac...
Mastering the Complex Sale to Compete and Win_7 ppt
... 100.’’
The salesperson now asks for two direct numbers the
average sales per day ($4,100) and the amount of the aver-
age sale ($16). This yields the number of buying customers
(257). He then asks the ... and
the cost of the pain as its accelerator. The higher the
cost of the problem, th e faster the decision wi ll be
made to solve it.
Peeling the Onion 135
E1C06 0...
Mastering the Complex Sale to Compete and Win_8 potx
... task. The last step in the
Delivery phase and the end of the Diagnostic process itself
is the measurement and reporting of the results generated
by the solution.
Of all the sales methodologies, the ... responses.
Formalizing the Sale 175
E1C07 02/04/2010 Page 174
Formalizing the Sale
The first thing that w e deliver in the fi nal phase of the
Prime Process is th...
Mastering the Complex Sale to Compete and Win_11 doc
... Learning 235
E1BEPIL 02/ 03/ 2010 Page 242
E1C09 02/ 03/ 2010 Page 233
that is generated as the value the company produces bumps
up against the realities of the marketplace.
Strategic Alignment
The modern ... expense. When sales-
people are not adding value via the diagnosis, design, and
delivery of value, their presence can’t be justified.
On the other side of the chasm is...