Business and chess

Dans les jeux comme dans le business, la tactique et la stratégie sont des clés majeures de succès. Il est donc important de développer un référentiel de réflexion, de prise de recul pour ne pas faire les choses sans réfléchir dans un contexte de vente complexe.

Complex selling is a game of chess

Complex selling is a game of chess in which every move has a cost and must produce the desired outcome.

We also need to change the shape of the sales pipeline. The funnel is based on the major phases involved in winning a lead in a complex sales context.

The first phase of this funnel corresponds to preparation, making contact and discovering a new lead.

Vient ensuite le moment de l’identification d’un sujet ou d’une demande, il s’agit de la qualification du lead. Il est essentiel de mener cette qualification avec réflexion. En effet, il est important de ne pas qualifier toutes les affaires sur lesquelles une entreprise est positionnée.

For example, out of 10 leads contacted, instead of keeping 8 deals and gaining 2, it might be more appropriate to position yourself on 5 deals only and gain 4 or 3.

If we choose our cases more carefully, we'll be more focused on the decision to win that case, and so increase our chances of winning.

The vision of the balance of power modifies the way you play

It is therefore essential to have absolute certainty that the products or services sold have high added value and are of great benefit to customers.

We also need to work on self-esteem and assertiveness to establish the right balance in the relationship with the customer.

In a complex sales environment, you need to work as part of a team

Debriefing, analysis and anticipation are the keys. You have to put your intelligence to work.

It's also important to bring in outside eyes and carry out business coaching rather than just reporting.

To find out more, take a look at this article on The key points of an effective sales strategy.