Selling Complex Solutions Training

Selling Complex Solutions Training
master the challenge of complex sales

This selling complex solutions training is designed for Senior Salespeople and Key Account Executives. This course considers the strategies and tactics required for success in selling complex solutions. It examines the varying levels of contact business functions involved in the decision making process and the professional sales techniques required at each stage of the sales cycle.

The programme is the product of a wide sales experience combined with broad business experience. Delegates are encouraged to bring to the course details of current accounts and sales activities for confidential individual analysis.

This training course is available as an in-company option only. We can also tailor this course or create a bespoke training course for you.

For an open course option click below.

Advanced Sales Skills

Programme Contents

• Structure of a Complex Sale
• The Complementary Buying Process
• Definition of a Complex Sale
• Managing a Complex Sale
- Time Constraints- Controlling the Cycle of Events
• The Multi-Level Decision Process
- Working with Buying Teams- Analysis of Buying Roles
- Who to Contact in Your Situations
- Influencing and Meeting the Purchasing Criteria
• Situational Analysis
- Perception of Urgency of Purchase
- Recognising Positive & Negative Viewpoints
• Establishing Briefing Requirements
- Tangible Business Needs
- Intangible Personal Desires
• Contacts Current Attitude to You and Your Company
• Understanding Behavioural Styles
- Varying Personality Types
- Their Expectations of Sales Personnel
- Modifying your Approach
• Communicating Complex Ideas and Concepts Effectively
- Product and Company Differentiation
- Selecting the Appropriate Benefits- Valuing Benefits
• Current Situation Analysis
• Delegates Action Plans