Business and chess game

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 like a game of chess

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

It is also necessary to evolve the form of the Sales Pipeline. The funnel is based on the major phases to win a lead in a complex sales context.

The first phase of this funnel corresponds to the preparation, the initial contact and the discovery of 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 winning 2, it may be more relevant to focus on only 5 deals and win 4 or 3.

If we choose our deals with more care, we will be focused on the decision to win that deal, and we therefore increase our chance of winning them.

The perception of power dynamics changes the way the game is played.

It is therefore essential to be absolutely certain that the products or services sold have a high added value and bring a lot to customers.

It is also necessary to work on self-esteem and self-affirmation to establish a fair balance in the relationship with the client.

In a complex sales environment, teamwork is essential.

Debriefing, analysis, and anticipation are key. You must use your intelligence to understand the situation.

It is also necessary to mobilize external perspectives and carry out business coaching rather than simply settling for reporting.

To go further, you can also consult this article on The key points of an effective commercial strategy.