Complex Sales
Ideas about how to do B2B Sales that are complex, with multiple stakeholders
Complex Sales
You can ask 4 types of questions - SPIN Model
Situational - context
Problem - pain
Implication - awareness
Needs-payoffs - reward
If you look at all, you will understand the implications are the ones that most people don’t want to look at, but it’s their way of understanding where the problem should be fixed.
Remarkable product is a product worth making a remark about, but you will get there only if you focus in the small details that matter for the person who is looking at the product, nit that matter to you
High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
amazon.com
Better be wrong than confused, when you sell not all everyone is you customer
Some people would find more value than others in your product and in order to succeed you need to focus in one segment at the time
The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
amazon.com
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