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How to Use Sales Process in Complex Sales

Sales process is essential to success in complex sales. Here’s why: Mental Map: The sales process is a mental map of what is happening in the sale. In a well-managed sale, a good sales executive always know where they are in the process. Cover Bases: Customers will inevitably skip steps. A good rep knows that when certain key steps are skipped, the likelihood of a successful complex sale goes down. He makes sure the customer covers those steps somehow. Target Your Team: By knowing the map of the sale, a good sales executive knows exactly where to target his team. If you don’t; know, you cannot direct resources properly. In a one-to-one sale, the power of persuasion can move a sales professional along rather nicely. In a large, complex sales

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