A complex sale involves a large, conceptual or an intangible purchase. Often, there is more than one person involved in the purchase decision. Your clients are often unclear on their needs and may not fully understand the solution they require or its value equation.
As a professional, you likely don’t think of yourself as a salesperson. You’re a consultant, advisor, counsellor or similar, right?
You need a sales plan that makes sense for you and your clients. It’s not a hard sale either. It’s consultative, and often long-term relationship-based.
Sales plans for professionals are pretty unique as they need to fit into a business schedule and align with your skills and style. There are common sales lead generation patterns to build on. These patterns include some combination of search marketing, content marketing, seminars, book publishing, networking / community development, reputation management, relationship management, referral programs, board-level volunteering and account development.
We’ll work together to develop a sales plan, processes and practices, tools and a management system that makes sense for you.