by Tim Roberts
A complex sale means different things to different people. However, treating it like a transaction, winging your strategy and not fully appreciating mid-stream challenges is a ticket to being blindsided.
“Tim, we were 9 months into this process and totally convinced it was ours to lose. It was and we did.” I hear that a lot but at least from this player, they owned their sins. State-of-the-art products or services, topnotch people skills and competitive pricing will create an advantage in a complex sale. Relying on those, however, typically means you’ve weighted and rated one of those three disproportionately and without critical information.
Consider this testimonial from Sandler’s new book, Sandler Enterprise Selling – Winning and Growing Enterprise Accounts:
“The Sandler Enterprise Selling program (SES), “gives organizations who sell into complex accounts a quantifiable enterprise selling system that can be launched, measured, tested, and amplified at any step of the process. It provides both a clear methodology and an easy-to-grasp, cross-functional vocabulary. These two elements allow individual salespeople, and the selling organization as a whole, to identify and resolve bottlenecks, manage current and emerging business relationships effectively, and deliver greater success, quicker. Sandler Enterprise Selling is a force multiplier, plain and simple.”***
Selling changes as quickly and wickedly as any aspect of your business. If you’re caught doing what you’ve always done, well, you know how the saying goes.
At Sandler Training, Trustpointe we provide state-of-the art selling tools for our clients. To learn more about K.A.R.E. Account Planning, Positioning and Pursuit Navigator – to name a few – contact Tim Roberts at 317-845-0041 or tim.roberts@sandler.com. And if he’s busy but you’re pressed to figure your enterprise selling challenges out, try Duane Weber at the same number or dweber@sandler.com.
Enterprise, this is Kirk, beam me up! These alien buyers want my pricing!!!
***Benjamin Kelton, Director of Sales, Drilling Info. Inc.
You might also be interested in:
