Mastering the Complex Sale 3 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...

Ngày tải lên: 21/06/2014, 13:20

... 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...

Ngày tải lên: 21/06/2014, 13:20

... 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...

Ngày tải lên: 21/06/2014, 13:20

... 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...

Ngày tải lên: 21/06/2014, 13:20

... 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...

Ngày tải lên: 21/06/2014, 13:20

... 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...

Ngày tải lên: 21/06/2014, 13:20

... 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...

Ngày tải lên: 21/06/2014, 13:20

... 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...

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... 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...

Ngày tải lên: 21/06/2014, 13:20

... 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...

Ngày tải lên: 21/06/2014, 13:20