7,2.
On average, it takes more than 7 meetings to make a complex sale, with no fewer than 6 different contacts !
But what is a complex sale?
A complex sale is characterized by two aspects:
- The complexity of the product or service proposed, requiring a long sales cycle to clearly define the interests of the product or service for the prospect.
- The complexity of the buying environment: a multiplicity of contacts, both in-house and with the prospect, all with a role to play in the purchasing decision. Complex sales is a real team sport!
But how can you assess your ability to win a complex sale?
How can you mobilize your various contacts to ensure the success of your sale?
Here are our 3 keys to success.
*Source: Nomination 2021
KEY No. 1 - Identify the parts
What do a game of chess and a complex sale have in common?
In both cases, there are behavioral rules and tactics for winning the game! Each move represents a cost and must produce the desired evolution.
This chess analogy is at the heart of our approach to complex sales, the Chessboard Method.
In the Chessboard Method, we compare the parties involved in a complex sale to the pieces of a chess game. Knight, rook, queen, king... all have their own specificities and their own role to play!
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But this account analysis exercise requires a precise methodology and tools.
Our complex sales trainingbased on the Chessboard Method, provides you with the methods you need to successfully approach your prospects.
À l’issue de cette formation, vos commerciaux seront à même de déceler les différentes parties prenantes d’une décision et de gérer les étapes de progression de leurs affaires.
Find out more about the Exchequer Method on our dedicated page.
KEY No. 2 - Have allies
Pour gagner une vente complexe, il est crucial d’avoir un ou plusieurs interlocuteurs intéressés par votre service ou produit. Cet allié du côté du client vous permettra d’avoir accès à des données factuelles qui vous aideront à identifier les enjeux et le contexte.
So having allies in your sales is a key factor for success!
This requires identifying and understanding the interplay between the players (based on behavioral and relational aspects).
At Kestio, we help you define a strategy (the overall plan) and adopt a tactic (adapting to the terrain and the unexpected). To find out more, talk to one of our experts on complex sales.
KEY No. 3 - Balance the balance of power
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Deux conseils cruciaux :
- It's important to have strong self-esteem and assertiveness to strike the right balance in the relationship with the customer, without forcing or aggressing.
- It's essential to have absolute certainty that your product or service brings high added value to your customers.
How do you structure such an approach and bring everyone's efforts together?
Kestio apporte une réponse à travers un webinar faisant l’analogie avec la série « Le jeu de la Dame ». En associant les règles comportementales et les méthodes d’analyse pour prendre les bonnes décisions, vous serez en capacité de surmonter tous les obstacles potentiels lors de vos ventes complexes.
You can discover our dedicated webinar via the link below.
KEY No. 4: Expert advice
