First, to simplify a complex sale, the salesperson needs to be very dedicated, value relationships and use negotiation techniques well. While in a simple sale, a good relationship and the ability to create urgency are enough, in a complex sale, technical knowledge and guided processes are necessary to complete the purchase. Check out some tips.
Understand the complex sales funnel
In simple sales, the time that a lead remains in the funnel can last for hours or a few days. In this case, the lead may not even have been impacted by marketing or sales actions before completing the purchase. In the case of complex transactions, each stage of the funnel must be well known by the sales team and there must be scheduled actions for each of the stages.
Use the right tools
Tools are extremely important for the sales team and telegram data this case is no different. Since this type of transaction requires more time and knowledge, the salesperson must spend their time building relationships and understanding the persona's problem. Therefore, it is important to use CRM and management tools to optimize and automate repetitive and manual actions.
Make in-person visits
Nowadays, it is possible to close deals with clients anywhere in the world with the help of emails and virtual meetings. However, there are still people who prefer face-to-face meetings. Therefore, if it is feasible for your company and you realize this need during the negotiation, suggest a visit. In some cases, the lead wants to validate the structure of your business and be sure that your brand is reliable and solid.
Create content that educates the persona
There are brands that sell complex, innovative solutions or services that are difficult to demonstrate, such as technology consultancies. Therefore, the best way to demonstrate the value of the product or service offered is by creating content for the persona.
In this case, creating a blog, a YouTube channel and educational materials are smart options that illustrate and address difficult topics in a fun and simple way. After this content nurturing, the lead may still have questions about the product's differentials or benefits, but the salesperson's job will be more consultative than explanatory.
Use specific sales techniques
Each salesperson has a different profile and approach to their sales, and this is necessary because each lead has its own particularities. Therefore, it is important to have a sales team with professionals who use different strategies. In the case of complex transactions, there are options that have proven to be quite effective, such as: SPIN selling, The Challenger Sale, The Sandler Selling System, Snap Selling and the new ABC of sales. Learn about each of them and see which one best suits your business style.