How to win a Complex Sale?

Advance’s ‘Strategic Selling’ course demystifies How to win a Complex Sale. It is important that a salesperson should learn to talk at the various levels, using appropriate language and terminology.

Any product or service may become a complex sale. In some instances a complex sale occurs when the market is mature and the stakes high enough to warrant attention from a variety of stakeholders in the buying organization. In other instances a complex sales process is needed when the buyer has never had experience with the vendor, technology being sold, or if the solution is business critical or impacts the buying organization on a strategic level. The series of filters, purchasing steps, and stakeholders involved are designed to reduce the risks associated with making the wrong buying decision. Big sales have many stakeholders.  To move the sale forward, we must unravel the politics and know who to meet and/or to lobby, together with their profiles, power and influence.

How to win a complex sale?

In a major sale there can be many people in the decision group – decision makers, recommenders, gatekeepers, budget holders, technical specialists, financial evaluators, users, consultants, contract negotiators, purchasing. In this course, we present a graphical tool that helps to unravel the politics and produce a comprehensive contact plan that identifies who we should meet, when and why.

Different levels of management have different interests.  It is important that a salesperson should learn to talk at the various levels, using appropriate language and terminology.

While senior management focus is competitive edge and increased effectiveness, more junior people attend to increased efficiency and cost savings. This course examines several ways where we should modify our areas of discussion depending on the level in the hierarchy at which we are talking. The sales process is identical but salespeople must adjust their focus and language.

By the end of the course you will be able to:

• Understand the advantages of capturing organisation charts for key accounts.
• Create profiles of key people in a prospect’s organisation.
• Map the politics of an organisation and identify decision makers.
• Analyse key people and be able to influence their decisions.
• Understand the difference between decision makers and decision takers.
• Understand how to have relevant business conversations with senior people.
• Appreciate the different benefits being sought by different levels of management.
• Phrase questions appropriately for communication at different levels.
• Understand how to sell a product or service effectively at different levels.
• Define the difference between efficiency and effectiveness.

Advance is a sales consultancy that specialises in revitalising every aspect of sales operations. We combine our experience based consultancy, sales methodology and intellectual property with modern training and technology to help our customers maximise profitable growth. Most organisations know what needs to be done. We know how, and support our customers in the achievement of their sales goals. We enable them to articulate and sell their vision, see the world through their customers‟ eyes and gain customers‟ commitment to their way forward.

Advance have served Global corporate like IBM, GE, Accenture, Vodafone, Xerox , Lufthansa & many more..