Strategies for the Complex
Sale
Program
Description
Bottom Line Impact:
• Close Sales Faster
• Turn Sales People into 70% Closers
• Choose the Right Customers and Right Opportunities for
Profitable Sales
• Out Maneuver the Competition and Other Alternative
• Get Your Price
• Get to and Win the Votes of the Influential People
• Strategies to Improve Position or Move-On to Better
Opportunities
This is a selling process. It starts with understanding the
elements of a complex sale. It then provides the tools to
determine chance of success. It shows how to handle competition
and get the pricing needed for profitable sales. The process
moves to getting connected with the influential decision makers
and winning their trust. It outlines what critical information
is needed and how to get it. Finally the system walks you
through building the strategies and individual action plans to
win the sale.
What’s Covered:
Strategies, Tactics, and Techniques for:
• Prioritizing, Prospecting, and Proactive Pursuit
• Developing Coaches and Paths for Penetration
• Winning Over Key Decision-Makers
• Getting Your Price
• Handling Competition
• Dealing with Purchasing, Gatekeepers and RFP’s
• Overcoming Problems, Threats And Other Red Flags
• Identifying Strengths That Matter and Using Them to Move
Forward.
What’s Unique:
• The Opportunity Matrix – A Process to Identify and
Aggressively Pursue Sales
• Levels I and II Strategies – Getting Critical Information and
Improving Position
• The Science of Selling - Breaking the Pricing and Competition
Paradigms
Program Process:
Concepts are presented to the group. Participants practice in
small groups. Using actual sales opportunities, participants get
comfortable using the process and get team feedback. Then, the
whole group debriefs on issues, comments, concerns,
applications, etc.
• Group size - up to 30 people preferred. Small teams – 5-7
people
• Program materials include workbook and worksheets (can be
computerized).
Take Aways:
• A methodology to know if the opportunity is real,
• A gauge to judge if it’s right for you and your probability of
success – early-on,
• A process to win the sale faster, with less ambiguity and more
profitably,
• An action plan that’s repeatable, consistent and systematic.
