COMPLEX SALES TRAINING

The “Managing Complex Business Relationships” Sales Training System

A system and sales training program designed to help you and your organization close large accounts, complex deals and manage long sales cycles, presented by author and master sales trainer Shane Gibson.

*This program can presented as a keynote seminar, an in-depth sales bootcamp or as a series of webinars.

‘One off’ or single unit transactional selling is dramatically different and ten times simpler than ‘complex large transaction selling and long sales cycle selling’. This is a step by step easy to use complex selling system and training program to significantly improve your chances of success when involved in a Complex Business Situation. Originally developed by Bill Gibson, this sales program has been updated for international sales and the digital-first sales environment. For large transaction and key account relationships, success is 90% preparation and 10% perspiration. This program prepares you and your team to win large, complex and long sales cycle deals.

“A complex selling relationship is a relationship where several people and/or groups are involved in, and/or have influence in the decision making process.”

Key Account Managers, Sales and Service Managers, Sales and Service Directors, CEO’s, outside sales personnel and other management level personnel are involved in one or more of the above situations on an on going basis. From a sales perspective, a properly managed complex business relationship usually leads to an eventual buy or purchase but the Managing Complex Business Relationships System’s main focus is creating a “buy-in” from individual influencers leading to the group’s decision to buy.

In any situation where two or more people can influence a decision, the concepts, models and tools could be used.

Examples of non-selling situations where the system can also be applied:

• Joint venture development and managing multiple stakeholders
• Introducing a new concept or system to a region or department with hopes of a solid buy-in form the region or department leading to a successful roll-out. This could be great for CEO’s, Sales and Service Managers and Sales and Service Directors to get better “buy-in” when launching new products, concepts etc.
• The successful negotiating, informing and implementing of an employee rightsizing program within an organization.
• Effective lobbying with a government body or corporate entity or organization to gain support for a project, cause, concept or business idea or to bring more business your way