Comments on: A Sales Tactic for the Complex Sale http://www.caskeyone.com/a-sales-tactic-for-the-complex-sale/ Sales & Leadership Training For High Achievers Wed, 01 Feb 2012 23:27:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Greg Walters http://www.caskeyone.com/a-sales-tactic-for-the-complex-sale/comment-page-1/#comment-25 Greg Walters Thu, 01 Feb 2007 16:06:17 +0000 http://caskeyone.msclienthost2.com/blog/?p=92#comment-25 I involve myself with Complex Selling as often as I can. My company is the largest independent provider of Office Systems in the world. I help my clients reduce costs associated with generating, distributing and maintaining their documents. My solutions always require a shift in thinking and impact existing corporate culture and I perceive myself as an Agent of Change. I look for and find ROI in every system I propose, up front. If the ROI cannot be realized in a specific time frame, say 12 months, we question moving forward. With larger firms, my solution’s impact on the Corporate Culture is as high a priority as the economic aspects of my solution. (Discovered with my client in the investigation phase) The "money" issue melts away as I propose how we will help employees get “their minds around” this new workflow and manage the Culture shift. When I execute correctly, there are no objections late in the cycle – and it is common for the client to sell me on installing as soon as possible. I involve myself with Complex Selling as often as I can. My company is the largest independent provider of Office Systems in the world. I help my clients reduce costs associated with generating, distributing and maintaining their documents.

My solutions always require a shift in thinking and impact existing corporate culture and I perceive myself as an Agent of Change.

I look for and find ROI in every system I propose, up front. If the ROI cannot be realized in a specific time frame, say 12 months, we question moving forward.

With larger firms, my solution’s impact on the Corporate Culture is as high a priority as the economic aspects of my solution. (Discovered with my client in the investigation phase)

The “money” issue melts away as I propose how we will help employees get “their minds around” this new workflow and manage the Culture shift.

When I execute correctly, there are no objections late in the cycle – and it is common for the client to sell me on installing as soon as possible.

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