In a complex sale, the vast majority of the sale takes place when you’re not there, when individuals on the buying team communicate with each other. Therefore, you want the people on a Complex Buying Team to be selling you to each other. And that requires that you learn how to identify and deal with each type of player. Key selling skills you should master are how to:
1) Get to multiple decision makers quickly
2) Identify what is important to each player
3) Know where each player is in the buying process
You can learn valuable selling skills by attending a Topline Leadership Sales Training Program. Additional information can be found by reading my new sales book Slow Down, Sell Faster! Visit the Slow Down, Sell Faster! website to download a free chapter of the book.
