How to Win the Complex Sale

Selling professional services—consulting, engineering, accounting, IT, law, training, etc.—is one of the most complex sales of all. After all, you’re selling something intangible that is difficult to describe, there are multiple decision makers involved in the buying process, the sales cycle is long, and often the prospect isn’t even sure what they want or need.

To win the sale, you must have a process to follow, a process that takes into account these unique challenges and walks the prospect through the long sales cycle toward the close. In this webinar, John Doerr, founder of RainToday and a consultant who has helped thousands of professional services providers improve their selling skills, introduces you to a process that does just this.

Specifically, you’ll learn:

• How to uncover the full set of client needs, including needs that the client doesn’t even know exist—yet
• How to match your selling process to the client’s buying process so you can win more deals
• Strategies for getting through to the decision maker
• How to follow up and keep the sale moving toward the close
• The secrets to running successful sales meetings at each stage of the sales process
• How to convert more prospects into clients

Presenter: John Doerr

This webinar was broadcast on Oct. 19, 2010

Duration: 90 minutes, including a 30-minute question and answer session

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