Mastering the Complex Sale 1 pdf

Mastering the Complex Sale to Compete and Win_4 pot

... disqualified them. These sales- people will not only avoid the questions that could end the sale, they w ill go so far as to consciously ignore the signals that suggest the sale will not happen. These salespeople aren’t ... such major roles in complex sales. Themorecomplexthesale,themoreradicalthe change that the customer must undertake, and the greater the actual and percei...

Ngày tải lên: 21/06/2014, 13:20

Mastering the Complex Sale to Compete and Win_10 pptx

... Depending on the com- plexity of the sale, the solutions that our clients undertake, and the ability of the salesperson, the time requirements for 210 BUILDING A VALUE-DRIVEN SALES ORGANIZATION E1C09 ... or Specialists? The complex sale requires salespeople who are experts in the problems that their customers face and their (continued ) From Novice to Expert 215 E1C08 0...

Ngày tải lên: 21/06/2014, 13:20

Mastering the Complex Sale to Compete and Win_11 doc

... credibility at all levels of decision and influence within the customer’s organization. Mastering the Complex Sale 1 Mastering the Complex Sale delivers the skills required to build organization-to-organization ... expense. When sales- people are not adding value via the diagnosis, design, and delivery of value, their presence can’t be justified. On the other side of...

Ngày tải lên: 21/06/2014, 13:20