Class Central is learner-supported. When you buy through links on our site, we may earn an affiliate commission.

LinkedIn Learning

Sales: Closing a Complex Sale

via LinkedIn Learning

Overview

Prepare for a new career with $100 off Coursera Plus
Gear up for jobs in high-demand fields: data analytics, digital marketing, and more.
Find out how to systematically navigate the process of a complex sale, and receive the tactics and tools to increase your likelihood of sales success.

Syllabus

Introduction
  • Welcome
  • Simplify the complex
1. Identifying the Buying Journey
  • Customer segmentation
  • Map the buyer process
  • Identify key stakeholders
  • Determine qualification standards
  • Document your internal sales process
2. Identifying Buyer Objectives and Challenges
  • Enterprise objectives and challenges
  • Individual objectives and challenges
  • Connect the two together
3. Using Insights to Drive Urgency to Buy
  • What are insights?
  • Why third-party insights are most impactful
  • Insights with storytelling techniques
  • Insights to quantify buyer challenges
4. Defining Your Compelling Differentiation
  • What is true value differentiation?
  • Map your solution to the problem
  • Connect value with clarity
  • The importance of validation
5. The Complex Sales Conversation Model
  • Create connections
  • Define the gap
  • Quantify the gap
  • Bridge the gap
  • Handle objections
  • Gain commitment
Conclusion
  • Next steps

Taught by

Jeff Bloomfield

Reviews

4.7 rating at LinkedIn Learning based on 131 ratings

Start your review of Sales: Closing a Complex Sale

Never Stop Learning.

Get personalized course recommendations, track subjects and courses with reminders, and more.

Someone learning on their laptop while sitting on the floor.