In today's market, the ability to sell effectively requires more than just charm and a silver tongue. The modern salesperson needs to be able to navigate a complex sale. This is because potential customers are no longer interested in just buying a product or service. They want to buy into a solution that meets their specific needs.

A complex sale is one that takes time, relationship building, and a deep understanding of the customer’s business. It is not a transaction, but rather a journey in which all members of the buying team are brought on board. This process can be daunting, but with the right tools and strategies in place, it’s a process that can be mastered. 

In today’s episode, Rusty and Ron talk about complex sales. They will discuss the three different phases of a complex sale, the many factors involved in the process and some tips and techniques on how to master them.

Enjoy!

In This Episode

02:31 - The three different phases of a complex sale

05:14 - The research phase

06:49 - What latent needs are and why sales reps love them

09:04 - An analogy with zoo bears and latent needs

14:30 - The most common mistakes salespeople make

15:52 - The difference between research and evaluation

21:33- The commitment phase

24:25 - An overview of Ron's sales process

29:36 - Understanding the many factors involved in a complex sales process

39:03 - How to master the complex sale

Favorite Quotes

07:47 - "The biggest thing for a lot of sales reps that I've seen is the best sales reps out there, they love latent need deals because they know they have a product that is valuable. They know that they can help the clients." - Ron Halbert

14:40 - "If you don't develop really good skills when it comes to helping to get in with people build trust and help become someone who can walk with them through their research and their process, you can still be successful but just not as successful." - Rusty Jensen

40:37 - "Your ability to sell something is your ability to talk people through where they are and where they could be and help guide them. So, you have to master your craft and then you have to control that messaging and make sure that everybody's coming in is communicating the right way."- Rusty Jensen

42:13 - "And that's really what you're trying to do. So those two things, control that message and make sure it's right across the board, which means you need to know your craft and you need to know how to influence other people to say it and you've gotta be able to project manage the sale, let them know what the steps are that are typical, and let them decide on how they wanna walk that path. If you master those two things, you can master a complex sale." - Rusty Jensen

Connect with our Hosts

Rusty Jensen on LinkedIn
Ron Halbert on LinkedIn
The Sales Prescription on LinkedIn

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