Selling complex products or services can be intimidating, particularly when you feel you are not "cut out" for sales. You may even dislike the thought of selling itself. If so, you are not alone. Many, if not most, technical professionals (consultants, attorneys, CPAs, coaches, IT professionals) are most comfortable and passionate about solving problems, delivering solutions, and providing excellent service to their clients. Yet, they also have a need, responsibility, and expectation to contribute to the growth of their business. Does this describe you?

Relationships are critically important in complex sales. Yet, relationships alone cannot solely carry the day, particularly when dealing with new prospects with whom we haven't had an opportunity to build relationships and trust over time. When the stakes are high and we are in a competitive market—the very way we assist our clients and prospects through their exploration and decision process can play a huge role in the outcome of the pursuit. Your guidance and strategic assistance can help your client or prospect to make a better and more well-informed decision, and you can build trust and credibility with them through this process. Fortunately, you likely have the exact skills you require—you simply could use a framework to put them into practice.

Simplifying Complex Sales will help you to assist your clients and prospects through their exploration and evaluation to make well-informed decisions. It will walk you through a simple process to identify the decision stage your buyer is in, and the obstacles they are facing. It will show you how to help them advance their decision by exploring and finding practical ways to address their real obstacles. It provides an easy but effective process to determine next steps. Simplifying Complex Sales will also provide helpful tips for leading and coaching your practice or sales team to better manage your overall growth efforts.