Mastering the Complex Sale
December 8, 2011 @ 09:44 AM | By Tonya Hottmann
The more complex customers’ situations and your solutions become, the more uncertain and resistant to change customers will be. This uncertainty manifests itself in decision paralysis, long sales cycles, unpredictable outcomes and the relentless pressure to cut price.
In our free webinar, Mastering the Complex Sale, scheduled for Wednesday, December 14 at 1:00 PM Eastern, Jeff Thull, CEO and president of Prime Resource Group, will discuss the problems sales organizations face in this complex and challenging market. Join the thousands of people who are gaining a competitive edge and finding answers to today’s tough market challenges.
During this hour, you’ll get clear and specific answers to these problems:
- Pricing pressures commoditize complex and valuable solutions
- Misdirected questioning strategy and “leading the witness”
- Inability to diagnose for accurate and quality information
- Presenting early - undermining the customer’s decision to buy
- Getting caught selling Era 2 style in an Era 3 market
About Our Speaker
Jeff Thull is a leading-edge strategist, author and valued advisor for executive teams of major companies and organizations worldwide. As president and CEO of Prime Resource Group, he has designed and implemented business transformation and professional development programs for companies such as Shell, 3M, Microsoft, Siemens, Boston Scientific, IBM, Boeing, HP, Compuware and Georgia-Pacific, as well as many fast track, start-up companies. He has gained the reputation for being a thought leader in the arena of sales and marketing strategies and relationship management for companies involved in complex sales.