Successful sales are not about optimizing a sales process. Thinking that way often eliminates the focus of what’s really happening during a sale: two or more people are agreeing to a transaction based on mutual value and benefit.
And at the core of that transaction are human relationships and trust. Complex sales involve many stakeholders and challenging situations that can be more easily understood through a trust-centric approach.
- Understand how complicated organizations function and how purchasing decisions are made
- Build critical relationships throughout organizations and identify the positive influencers
- Move from mid-level to executive-level sales