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B2B Sales Tips On How To Win A Complex Sale

We all enjoy working on “the big one” that can make our entire sales year. Yes, large B2B complex sales opportunities require a lot of work and generate a lot of stress but the reward is well worth it. Here are some B2B sales tips and advice on how to insure you close that large B2B complex sales opportunity.

B2B Sales Tip – Major Account Sales Plan For Complex Sales

Successfully closing a large account is a complex process. There is a major increase in the number of competitors, decision makers and requirements. That’s why it’s call complex sales. You’re wasting your time if you think you can manage all this in your head. Successfully closing a complex sale requires a detailed Major Account Sales Plan.

B2B Sales Tips About Having A Plan

As B2B sales tips go, this one is about having a plan. List every action item from start to finish and be sure to add a completion date. You don’t have a crystal ball so expect things to change but at least you’ll know where you are and where you are going. Let your competition “wing it” and then use your Major Account Sales Plan to crush them! Discover that skill in B2B sales training. This is a key B2B sales tip when working on complex sales opportunities.

B2B Sales Tips About Added Value

You need to uncover ways to separate yourself from all those hungry competitors as you navigating across a complex sale opportunity. You do this by highlighting the “added value” your product and company brings to the table. Finding this added value can be tricky so let me help you. This is a key element of your competitive sales strategies.

Too many sales reps only search for added value in how a product operates. The way you win complex sales is to extend your added value proposition across the entire life cycle of your product. So, aside from how a product operates, consider all the “extras” you do before you receive the order and after your product is installed. Use your salesmanship to focus on “Solution Selling” when addressing complex sales. To point you in the right direction, here are some examples of the added value you should mention when addressing a complex sales opportunity. Remember this B2B sales tip.

• Order Quality Assurance
  Insure All Discounts Are Applied
  Shipping Notification
  Schedule Product Training
  Assign Customer Support Rep
  Annual Account Reviews

Product Positioning In Complex Sales

The next aspect of working a B2B complex sale is dealing with all those involved with the purchasing decision. Each individual has different “hot buttons” so you need to deal differently with each individual. To uncover an individual’s potential hot button, just consider their job title. This is an important B2B sales tip and a big part of my B2B sales training.

TITLE                POTENTIAL HOT BUTTON
CFO                        Cost
VP Sales                 Competitive Advantage
Dept. Head            Increased Productivity
End User                Ease Of Use, Customer Service

So, use the job title as a clue to an individual’s potential hot button and insure you position your product accordingly. When dealing with a complex B2B sale, you need to be different things to different people. These must be elements in your Major Account Sales Plans and Major Account Sales Strategies. You can’t close complex sales without these tools. That’s why this B2B sales tip is so important and will improve selling skills.

B2B Sales Tips Video

Remember The Basics When Working Complex Sales.

As you travel through your complex sale, remember the basics and remember all these B2B sales tips. The most effective way to sell anything is by using the Sales Process. This holds true for a one call close as well as a complex sales, which could take many months to close. Build a sales strategy around all the steps in the Sales Process and insure that strategy is reflected in your Major Account Plan.

When it comes to complex sales, effective sales training will help you close more sales.

Now, go close that complex sales and deposit a rich commission check in the bank by using these B2B sales tips!

Good luck and good selling!

Nick

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Tags: b2b sales advice, b2b sales tips, closing a large account, complex sales