Mastering the Complex Sale 7 pdf
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
... 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...
Mastering the Complex Sale to Compete and Win_3 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...
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 ... 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...
Mastering the Complex Sale to Compete and Win_7 ppt
... aver-
age sale ($16). This yields the number of buying customers
(2 57) . 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 ... 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...
Mastering the Complex Sale to Compete and Win_8 potx
... responses.
Formalizing the Sale 175
E1C 07 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 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...
Mastering the Complex Sale to Compete and Win_10 pptx
... 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...
Mastering the Complex Sale to Compete and Win_11 doc
... 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...
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