6 Keys to Winning the Complex Sale

Scott Miller, Principal for The Complex Sale, Inc., is often asked, “What separates a complex sale from a simple sale?” because working for a firm called – The Complex Sale, Inc. often sparks this line of questioning. The way he defines it – a complex sale has multiple decision makers and multiple vendors. It usually is associated with a high price tag and a long, deliberative buying process.Therefore, to win a complex sale on a consistent basis, we must first understand the organization as a single entity. Recommending applying the 6 keys at the very beginning to understand what we are getting ourselves into, Scott considers this your first step in qualification.