Do you know the difference between complex sales and simple sales? We show you in this article how to do them!
Ivan de Souza
May 20, 21 | 10 min read
Reading time: 8 minutes
In recent decades, markets have undergone many transformations.
Companies have been looking for different ways to work with Marketing and consumers have now become more demanding, eager for products and services that provide them with add value. This is the case of complex sales .
However, the way some companies sell has not chang over time, as there are still salespeople whose only concern is to persuade the customer, to speak well of their product until they are convinc to buy, and thus earn commissions and reach the goal at the end of the month.
It stands to reason that the sales professional nes
to get the customer to buy at the end of the process. Furthermore, reaching the goal is critical for the company to achieve its objective.
But, in this changing scenario, it is essential that the sales process is also modifi, once customers are no longer interest in listening to the seller say how good their solution is, but rather nauru email list 100000 contact leads how effective it can be in meeting their nes and desires .
For this reason, let’s first try to understand what simple and complex sales are, and then we will analyze what the main differences are between the two.
– Can we complete the payment or would you like to see some other product?
It is worth remembering that these techniques work well in markets where product prices are lower, so the company’s revenue is bas on volume.
In such a scenario, salespeople cannot spend too much time with the customer as they ne to serve other people and close more sales.
This type of sale is the complete opposite of what happens in Inbound Sales , a process in which the sales professional nes to spend more time with the client, trying to understand their nes well and show how their product or service can meet them.
What is complex selling?
Complex sales are those that require several
processes and methodologies to work, that is, it is not just about closing it as in simple sales.
In this case, the salesperson should take on a more consultative role, really making the customer feel how much the product or service can help them.
To do this, it is necessary to know the customer’s pain points very well, in addition to having a high level of knowlge of the solution being sold.
Furthermore, in complex sales, the product is what is cdn and what is it us for? often harder to understand and has a high price, which makes the customer want to know more about the benefits of buying it before making the decision, especially in B2B scenarios.
Thus, one of the biggest challenges for those working with complex sales is facing the fact that it is little known in the market or difficult to understand.
Content Marketing itself , although becoming more and more well-known, is still relatively new, which makes many people want to know more about how it works before hiring the solution.
That is why Rock Content produces so many materials on the subject such as articles, ebooks, videos, webinars, courses and the like that help the public understand a little more about how a content strategy works and how it can help many professionals and companies achieve results.
For this reason, it is very common that in be numbers complex sales, customer prospecting occurs from the top of the purchasing journey or sales funnel , which is compos as follows: