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LinkedIn Learning

Sales: Closing a Complex Sale

via LinkedIn Learning

Overview

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.

Complex sales have multiple influencers and stakeholders, and sometimes face multiple competitors. There are a lot of factors for the buyer to juggle. This complexity can lead to lost revenue, longer sales cycles, and unpredictable outcomes. By understanding the buyer's problem and simplifying the value of your solution, you will be better positioned to close the deal. Watch this course with sales coach Jeff Bloomfield to 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. Learn how to understand your buyers by examining their journey in a new way, and discover how to clearly articulate and defend the unique value of your product.

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

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