26/07/2010

By Guy Aston, Mid-Market Business Director, Huthwaite International

As a starting point we have used our model of how major purchasing decisions are made in complex sales situations.

We define a complex sale as having one or more of the following characteristics:

• High value decision.

• Multiple decision makers involved (possibly including third party advisors).

• Long selling cycle (multiple contacts over a period of time).

• Decision is high profile — the solution selected is highly visible and/or may affect many areas of the buying organisation.

• Significant potential for further business.

• Competitive market.

In these circumstances the decision making process can be described with our Buying Cycle model:

In the next three issues we will look at each phase of the cycle, and consider the skills and tactics we would expect to see utilised at that phase by a world-class and a typical, sales organisation.

Visit Huthwaite sales skills training solutions to find out more.

Huthwaite International

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We’re sales training experts who can help you improve the sales performance of your business. For over 30 years we’ve been helping businesses across the world transform their sales performance; delivering long-term, tangible results through our behavioural change methodologies. Find out more at: www.huthwaite.co.uk

Guy Aston will be speaking at Fresh Business Thinking LIVE!, giving advice on how to win deals in the new financial climate and telling you what the sales & negotiation strategies for success are.

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