Salespeople need to be proactive in their efforts. These involve understanding the different stages or points of progression a sale goes through. As these stages present unique challenges and opportunities, salespeople must gain a detailed understanding of them in order to anticipate and resolve potential objections and concerns. Knowing how the buyer's journey progresses not only helps sales reps map their own selling process, but also increases their chances of closing the deal.

In this episode, Rusty and Ron talk about the six decisions of a complex sale. They will explore the stages or points of progression a sale goes through as well as how salespeople can successfully navigate through each step.

Enjoy!

In This Episode

01:01 - The six decisions of a complex sale

04:17 - How salespeople can better understand a complex sale buying process

05:45 - Making the first decision in a complex sale

08:55 - The second phase of the decision-making process

11:45 - The third decision to be made during the sales process

14:43 - The fourth decision that’s made in a complex sale

16:34 - The fifth decision necessary for a successful sale

18:56 - Decision six of the sales process

23:25 - How to help prospects make a decision

28:39 - How salespeople can overcome the fear of bringing people into the sales process

33:24 - An in-depth understanding of the third decision

36:55 - The two aspects involved in the fourth decision

40:01 - The most exciting part of decision number five

43:30 - Why decision six can often be challenging

Favorite Quotes

02:51 - "The six decisions are the six distinctive points in which the sale changes based on what a customer is thinking and the progression that the customer is making in their buying process." - Rusty Jensen

03:20 - "When you can center in on the decisions that a customer is making and helping them to make those decisions, you'll have a lot of success than focusing on what you are doing and what steps you are taking." - Rusty Jensen

18:01 - "If it's something that's mission-critical and that has high complexity and a lot of effort to be able to not just install but also to change people's behavior, the more complex it is, the more you're goint to lose to indecision where someone will at any of these decision points push back and say, hold on, we got to stop." - Rusty Jensen

46:28 - "Understanding the processes and how companies make decisions really transforms the way you sell. You just have to be able to be willing to put in the work and understand what they're doing and help them through it, it'll dramatically change how you navigate the sales process." - Rusty Jensen

Connect with our Hosts
Rusty Jensen on LinkedIn
Ron Halbert on LinkedIn
The Sales Prescription on LinkedIn

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