Simplifying Complex Sales

[liza89]

Complex sales are those that involve many variables and steps until they are closed. They require specific actions and team integration to be completed.

Complex sales use numerous variables that are not found in simple sales. Typically, this process has a more technical format and involves a lot of decision-making. Therefore, it is important to have differentiated preparation and greater integration of internal teams so that the sale can be completed.

This type of sale takes longer to happen and the salesperson must have a good contact cadence so as not to put too much pressure on the lead, but also not to lose the opportunity. Many salespeople associate complex transactions with difficult processes due to the time they take, but this is not true.

With this in mind, we created this content with some tips to simplify this type of transaction. Check it out.

What is a complex sale?
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Complex sales involve a longer purchasing journey, involve whatsapp data many processes and require the customer to make several decisions. In this case, the sales representative must offer a consultative approach, guiding the lead to the solution. In complex sales, the products or services involved usually have a high production/implementation cost, depend on financial approval from several sectors or are regulated by strict laws.

For example, a hospital director wants to purchase a new CT scanner. In this case, he or she needs to talk to the medical team and check all the necessary specifications, talk to the financial team and check the available budget, and then look for companies that sell this product.

For the director who wants to buy a new CT scanner, a mistake in the choice or the purchase of a device that does not have technical support in Brazil can mean a loss of thousands of reais. Therefore, this is a type of sale that takes time to be completed and that requires the approval of many people for its conclusion.

In companies that make simple sales , it is common for only the salespeople to be experts on the product or service and the responsibility for the sale always falls to this sector. In the case of complex sales, all employees need to be experts on the product or service sold, after all, each interaction with the customer makes a difference. Therefore, it is very important for professionals to know the prospect's pain point very well and use techniques such as rapport to create connections with the future customer and generate trust during the sale.