Mastering the Complex Sale 6 docx

... 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 the cust...

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...

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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 ... her view of the patient, and together they reach a consensus opinion. The best salespeople approach the diagnosis of customer problems in much the same way: They seek t...

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... of, 65 67 in Prime Process, 162 Certainty, 79 Chain of causality, 133 Change: bridge to, 68 -72 and complex sales, 72– 76 259 E1BINDEX 02/04/2010 Page 266 Key thoughts (continued) Pain is the vehicle ... phase in, 62 63 Design phase in, 60 62 Diagnose phase in, 58 60 Discover phase in, 56 58 preventing value leakage in, 219–240 Index 267 E1BNOTES 02/02/2010 Page 257 Chapter 6...

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...

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... 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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... 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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... aver- age sale ($ 16) . This yields the number of buying customers (257). He then asks the manager for an indirect number— the number of browsers in the store who don’t buy. The manager says. ‘‘About 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 E1C...

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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 ... tand. Walk me through it.’’ 182 DELIVER THE VALUE E1C 06 02/02/2010 Page 166 and the client first discuss the features that t he client wants in the design; the arc...

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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