by pat

May 12, 2010

Selling Complex products and services is different from selling to consumers or simple transactional/commodity sales for the following reasons:

  • The dollars involved are higher
  • The sales cycle is much longer
  • Multiple people are involved in the decision

The flowchart to the left is an example of the typical B2B sales process used to sell technical products and services.

The key difference is that you and your team will need to discover and profile all members of the prospects team that are part of the decision process. Typically the sales person will profile the entire prospect team, then compare notes with the sales engineer to be sure that all bases are covered.

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