7The Complex Sale

Campfire Signing

There is never any justification for things being complexwhen they could be simple.

— Edward de Bono

In this chapter you’ll learn:

• Whom to seat where at complex sales events

• To manage the environment to support the right meeting culture

• Simple strategies for building community around change

• Powerful positioning for introductions, presentations, and closings

• How a great comic leads the community to listen

A “complex sale” describes a sale in which the seller must meet the needs of multiple influences on a buying decision. This type of sale is most often but not exclusively found inside of business-to-business (B2B) sales environments, because one of the common attributes of a complex sale is that there ...

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