Mastering the Complex Sale 4 pdf

... 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

... the complex situations their customers face, configuring the complex solutions offered by their companies, and managing the complex relationships that are required to bring them both together. In ... 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 an...

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... Page 44 Assumption #4: The Adversarial Trap The final assumption of Era 2 sales processes is the idea that any reluctance on the part of the customer is a direct threat to the sale and the salesperson’s ... civilized the exchange, the net result is that the salesperson and the customer have become adversaries. The sale has turned into a battle abattle in which th...

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... 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...

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... 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...

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... 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 ... 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 dissatisfactio...

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... mind. They approach the Design phase of the complex sale as a collaborative process, whose aim is to equip the customer to make the best, most effec- tive choice among the solutions competing in the ... solutions. They know that their cus tomer s are going t o explore these alternative solutions with or without them, and they understand that the only true choice salespeople...

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... responses. Formalizing the Sale 175 E1C07 02/ 04/ 2010 Page 1 74 Formalizing the Sale The first thing that w e deliver in the fi nal phase of the Prime Process is the proposal . The proposal is a formal, polished ... 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...

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... customer organizations, and they bring those stories back to th e sales organization at large. These stories serve as the basis for extending the platf o rm to the entire sales organization the third phase of the i ... capability. Depending on the com- plexity of the sale, the solutions that our clients undertake, and the ability of the salesperson, the time requirements...

Ngày tải lên: 21/06/2014, 13:20

... 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 the complex sale. This sale cannot ... credibility at all levels of decision and influence within the customer’s organization. Mastering the Complex Sale 1 Mastering the Complex Sale delivers the...

Ngày tải lên: 21/06/2014, 13:20