Mastering the Complex Sale 3 pptx

Mastering the Complex Sale to Compete and Win_10 pptx

... capability. 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 ... developed. Otherwise, most salespeople will dismiss the change, consider it the ‘‘flavor o f the month,’’ and assume that ‘‘this too shall pass,’’ if they keep t...

Ngày tải lên: 21/06/2014, 13:20

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_11 doc

... Learning 235 E1BEPIL 02/ 03/ 2010 Page 242 E1C09 02/ 03/ 2010 Page 233 that is generated as the value the company produces bumps up against the realities of the marketplace. Strategic Alignment The modern ... 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 the chasm is...

Ngày tải lên: 21/06/2014, 13:20