Sales is a mixed bag experience every day. Gotta love straightforward (dare I say “simple”) deals where everyone is decisive. All cards are laid out on the table. Contracts are clear. And the closing is seamless. Then there’s the complex deal. More decision makers. Longer sales cycle. Higher level of competition. Tons of paperwork. Lots of questions. Many moving parts. And sometimes a perceived risk. One step at a time, right? And implement the basics:
• Understand the needs
• Define the opportunity
• Develop/customize the solution
And the must-do? Create a relationship with the decision makers. Show them the outcomes. Walk them through the process. And ensure they understand everything. In sales, “simplicity is complexity resolved.” (C. Brancusi)
Have a great week!