Winning a complex sale is difficult. Complex sales are bigger-ticket sales, and because your competition wants them as much as you do, success takes more than simple desire and a strong will. Winning also takes skill, the ability to separate yourself from the pack and make a difference for your customer.
Complex sales are also difficult because each decision maker has his or her own buy-learning process. What you need to learn is how to help each person complete each step of the process better and faster. The sales consulting roles provide a game plan for persuading each decision maker to give you and your solution a thumbs up.
