WINNING THE COMPLEX SALE

WINNING THE COMPLEX SALE

Most people just want to sell their “thing” …

They want to be able to show up in front of a person, who they want to influence towards their own way of thinking … and “convert” them.

The problem is, everyone is so focused on conversion, it’s too easy to overlook the single, biggest area of leverage available to them … developing an intimate understanding of the person they are trying to influence.

There is no bigger lever to influence another person, than for them to get a sense that you truly “get them,” that you really understand who they are, what they are like and the challenges they face.

The ONLY Real Barrier To A Sale Of Any Kind, Is The Resistance Of The Buyer!

Resistance comes from just two, main sources:

• They don’t trust you, or
• They don’t have a strong enough need for your “thing”

In a complex sale, both of these issues come into play.? Complexity creates mistrust and confusion about value.? In order to overcome this mistrust and confusion, we need to seek first to understand them and secondly, to simplify the message.

Earning The License To Serve

When we are trying to make a high-priced, complex sale, we need to build trust to earn the licence to serve and we need to continue to build trust to stay relevant and valued.?

Trust is the currency of long-term commerce!

The number one, best way to build trust is to show authentic, deep understanding of the other person. So, before we even engage in a conversation with a prospect for the complex sale, we need to know more about them than they would reasonably expect anyone to know … and we need to engage with them in a way that demonstrates that.

However, as important as this authentic and deep understanding is, there is a baseline we first have to meet.

The Buyer’s Subconscious Due Diligence

Everyone in sales knows that they need to build trust and, to build trust, you must be both believable and trustworthy.??

However, these two dimensions assume that a foundational baseline has been established.? The baseline of subconscious due diligence.

Before your prospect is even willing to take a look at how your solution might help them to win, they need to know that you will make them safe, if they buy from you.

They want to know that you’re who you say you are, your solution works, you meet your commitments and MOST importantly, if something goes wrong, you’ll be there to deal with it.

You can’t assume that activity above the line will offset a failure to deal with the subconscious due diligence below the line.

Equally importantly is the recognition that your prospect may have already formed their subconscious, due-diligence opinion BEFORE they ever speak with you!

The Nature Of Complexity In The Complex Sale

In a complex sale, the seller always has a level of ambiguity in their product or service - aspects of design, technology or delivery that need explaining.

At the same time, the buyer has a level of ambiguity with their problem, the people involved in the decision and the priority placed on investing in a solution.

This creates a situation of complexity … a complex seller and a complex buyer.

A complex sale cannot be resolved with more complexity!

The best way to FACILITATE a higher-priced, complex sale is to invest the time and energy into finding a way to simplify the communication.

When you become a simplifier for your prospect you also become a source of calm.? In fact, when you become the simplifier that makes most sense to them, they will start to see you as a Sage - equipped with profound genius, powerful calm and practical simplicity!

Who doesn’t want to buy from that person!

Is There An Easy Solution?

Of course there is!

Use powerful, visual models to address the who, why, what, how and when of the sales process AND the decisions your prospect is making.

You can choose to just speak and use written words, but you run the risk of your prospect just hearing it as more noise!

The alternative is that you use visual models as blueprints for the brain, that not only simplify your message and get it heard, but also get it seen … and we tend to believe what we see more than what we hear!

Put powerful, visual models between you and the prospect and watch the magic happen!

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If you’ve found any of this content useful, why not join me on my first Models Method Sales Masterclass for 2023

Sell Faster, Sell Smarter,? Sell More!

How The Sales Game Will Change In 2023 - The Year Of AI!

Whilst AI might be all anyone is talking about right now, I don’t want my first Masterclass for 2023 to be just about AI or the big shifts in selling. I also want it to be about speed!

Speed of thinking, speed of sales and speed of results.

In this Masterclass, I want to show you how having powerful, organising frameworks behind what you sell, will allow you to align EVERYthing and EVERYone in your business around driving even more sales.

I’ll demonstrate how even the most complex sale can be simplified into models that equip you to have a meaningful, pressure-free sales conversation with anyone, anytime … even if all you have to work with is the back of a napkin!

I’ll even show you how a single organising framework, to communicate the compelling and self-evident value of your product or service, may well be the most powerful foundational thinking you must have in your business to really take advantage of technology like AI … without letting the tech trends distract you.

You can register for the Masterclass here:

https://www.dhirubhai.net/events/themodelsmethodsalesmasterclass7024600911557648384