Complex Sales Skills
Training and Workshop

  
Learn how to win large accounts with multiple decision makers.

Winning large and complex sales, with multiple contacts in your prospect, requires special selling skills not used in normal selling environments.

Strategy and Action's workshop set, Success In Complex Sales, changes the sales process from one that's a little adversarial to one that's collaborative.

It presents material based on Jeff Thull's acclaimed book, Mastering the Complex Sale.  To purchase his book, visit Amazon.  His website is www.primeresources.com

In a standard needs-based sales approach, you seek to identify your prospect's needs, educate them in the benefits of what you're selling, and then you write a proposal that covers everything you learned from them.

This works in situations where the value of what's being sold is not large, is easy to understand and where your prospect has just one person making decisions.

But it doesn't work as well in situations where the value of what you sell is larger, can be harder to understand or differentiate, and where you have more decision-makers involved.

These ‘complex sales' require the sales process to be modified from the old needs-based approach to one that involves and manages your prospect and manages the process of selling to them.

Success_in_Complex_Sales_Workshop_Document.jpgOtherwise, with so many moving parts, the sale becomes unwieldy, the prospect can become lost in information and the sale can never eventuate.

In this programme, we help you...
• Move from needs-based selling to managing
  the sale
• Move from solving needs to managing change
• Move from making sales to managing clients

Workshop 1
The Complex Sale Process

The first step introduces the concept of the Complex Sale and managing it, and asks participants to discuss existing problems, opportunities and scenarios inherent in their current situation...

1. We discuss what you sell and how that
    presents challenges
2. We discuss who you sell to and how that
    presents challenges
3. And we discuss the sale as a progression and
    where the sale is at risk

We discuss the concept of the Dry Run... where everything seems positive and a pitch is made but the sale never comes. We discuss how to avoid these.

We give an example of a major complex sale... the joint strike fighter project.

We discuss common traps the salesperson makes in a complex sale environment... the assumption trap, the presentation trap and the adversarial trap.

We discuss the philosophy and approach behind our complex sale process.

And we introduce the major steps in the complex sale process...

Identify - Diagnose - Prescribe - Administer

Workshop 2
Identifying Your Ideal Customer

In this workshop, we analyse who your best targets are and who are not. It's important to direct energies toward higher-yielding targets and those more likely to purchase.

This workshop helps us all identify those targets and direct those energies and acquisition efforts better.

We also discuss the stance to adopt in your relationship with your prospect... it's important to get this right from the beginning.

We discuss... Understanding your Point Of Difference, identifying your ideal customer and preparing a diagnostic stance.

Workshop 3
Diagnosing your Prospect's Problem

Performing a good diagnosis is the core competency we hope to foster. It differentiates you from competitors. It has two goals...

1. Accurately diagnose your prospect's problem
2. Make sure the prospect understands the
    costs behind the absence of the solution

In this 3rd workshop, we explore how to diagnose the problem your target prospect has and how it needs to be quantified.

Until your prospect can see your diagnosis and the cost/benefit/penalty equation... they do not have the information to make a decision.

Workshop 4
Prescribing your Complex Solution

As a successful complex sals person, your role is to manage all players, determine how to obtain the right outcomes, quantify the steps and their costs, define the evaluation criteria for your prospect's buying decision and gain agreement for the diagnosis and prescription efforts....

You then create the solution.

In this workshop, we discuss these aspects of your role and how to achieve them.

In many respects, the sale is quietly achieved in this stage, and you'll see why that it and how to bring it about.

Workshop 5
Administering the Prescription

‘Closing' and negotiation are rarely needed in a Complex Sale. Why? Because by the time the complex sale is finishing, your customer already understands and agrees with everything. If your solution meets the criteria, what would they object to?

We discuss the two steps of this formality in this workshop:
1. The proposal and its acceptance
2. Constantly overseeing the implementation
    to secure your new customer's outcome.

Workshop 6
Adapting Your Proposals

By this stage, you have a practical introductory understanding of the Complex Sale process.

But your sales systems, and in particular your proposals, will be lagging behind.

This workshop sees us reshape the main components of your sales aids with a big focus on your proposal.

The outcome is a restructured set of materials that better fit the complex sale process you will take to sales opportunities.

We also introduce some organisational changes you may like to consider as a way to entrench and support your new sales process.


Workshop Cost: $5,990+GST

To book into the next course or stage an inhouse programme, contact us today.
T 07 3808 5366
F 07 3808 9647
Or email

 Delivering_CS_Workshop_Prospect_St.jpg

A 'complex sale' is becoming an increasingly common occurrence in the sale of high-complexity or high-value products and services, or in sales to targets with multiple decision-makers.  In this set of 6 workshops, we take inspiration from Jeff Thull's acclaimed book and present a path to making your sales process more likely to generate a successful outcome for you and your clients.


 


In 6 workshops, your sales process can be reconfigured to tackle high-value, high-complexity sales situations with multiple stakeholders


















































Have you and your prospect diagnosed their needs, and agreed on the cost of not meeting them, before you're making the pitch?




























By the time you get to 'closing' a well managed complex sale... there should virtually be no need for a close at all

Sydney: GPO Box 993 Sydney NSW 2000     Brisbane: PO Box 1220 Springwood Qld 4127     Enquiry: 1300 774 993
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