Consultative Selling
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The Complex Sale – Part 2
- May 19, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Yesterday, we discussed the elements of the complex sale and the factors that make it so challenging. I also asked whether you should you attempt to incorporate some of the elements of the complex sale in order to outsell your competitors.
Today, we will revisit the factors that make it so challenging and discuss how various selling weaknesses interact with those factors.
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Do You/Should You Have a Complex Sale?
- May 18, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The Complex Sale – it’s so—-complex!
Today we will simplify the complex sale and even ask if you should have a complex sale.
First, what makes a sale complex?
In most cases, a sale is complex when it:
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How Christmas Gift Giving Mirrors the Ideal Sales Process
- December 15, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you understand that, then why do so many executives and salespeople, from all industries, still insist that the first thing they must do with a new prospect is present? Even the word “present” suggests waiting for the perfect time.