Navigating the Complex Sale

Navigating the Complex Sale® provides sales executives with the tools needed to confidently and skillfully manage strategic accounts in which multiple and diverse personalities are involved in the decision making process. At the core of Navigating the Complex Sale is Integrity Selling.

Program Overview

Sales person making a sales prospecting presentation

In Navigating the Complex Sale, participants:

Use Account Mapping for optimal time management
Clarify the decision making process and identify the key decision makers
Use a simple 5-step process to effectively strategize and prioritize accounts
Analyze different buying objectives and establish effective sales plans
Address objections and capitalize on strengths to achieve sales goals
Advance key stakeholders to higher levels of trusting, mutually-rewarding partnerships
Learn the importance of values, ethics, and beliefs

What Makes Navigating the Complex Sales So Valuable?

Content is customized for relevancy

Pre-work with target accounts assures that the learning will be directly applicable to each salesperson’s goals

Managers are prepared to facilitate, model, and coach to sustain the practices learned

Highly interactive learning dynamics in the workshop

Groups develop best practices specific to your business

Structured sustainment and accountability program ensures application in key accounts

These elements combine to increase your team’s call effectiveness, build stronger customer relationships across key accounts, shorten sales cycles and improve closing ratios.

Methodology

Our methodology ensures that your program will be targeted to your team’s accounts, and that your learning and application will continue on well after the workshop. The 5 step methodology includes:

Manager Overview
Pre-work with Target Accounts
Interactive 1-2 Day Workshop
4 Monthly Account Development Sessions
Supportive Coaching

The team is more focused, organized, and purposeful in their approach and interactions with their accounts. They also recognize their shortcomings and are working to improve them. I’m extremely pleased.
Mike Miners Business Banking Manager, TSB Bank New Zealand