The Sales Conversation (Part Two)
The Two Types of Sales
In a world where your product, brand, and service are the same as everyone else’s, it’s only your sales process that differentiates you.
The Challenger Sales Model
Just give me the main points:
Simple Sales: Sale takes one call.
Complex Sales: Sale takes more than one call and relies on multiple decision-makers.
People don't make up their mind; Minds are always changing.
The Two Types Of Sales
There are two types of sales:
Simple Sales, where the sale takes one call.
Complex Sales, where the sale takes more than one call and relies on multiple decision-makers.
When your sale depends on multiple people agreeing with each other, you’re in a complex sale…and complex sales are complex because people are complex.
People don’t make up their mind. It would be so easy if people could make up their mind! But they don’t make up their mind. Their minds are always changing. They can go from yes to no to yes to no, all in the same meeting.
In the next post, we’ll focus on the types of Buyers in a complex sale.
