Complex selling refers to the process of selling high-value, highly-considered products or services that require significant investment from the buyer.
Unlike transactional sales of commodities or low-cost items, complex sales cycles are lengthy and involve multiple decision makers and stakeholders.
As a sales professional, understanding complex selling is crucial for success in industries like enterprise software, consulting, manufacturing, and other B2B sectors.
This article will explore what complex selling entails, why it matters, and how to master this approach.
Key Points / Summary
Complex selling involves high-value, high-consideration products/services
- The sales cycle is lengthy, with multiple decision-makers involved
- Mastering complex selling is essential for B2B sales success
- Key aspects include opportunity qualification, value selling, and navigating buying processes
- Ensure you have an effective lead generation strategy to increase your chances of success
Let’s get started.
Complex selling – what is it?
Complex selling is the process of selling complex or highly technical products or services that require a certain level of knowledge, understanding and risk-taking from potential buyers. These sales typically involve higher cost of goods or services, as well as longer sales cycles and higher levels of competition in the marketplace. In complex sales, salespeople must have special skills and knowledge to explain complex technical aspects of products or solutions and to help buyers in the buying decision process.
What is the difference between a complex sale and a simple sale?
Sophisticated selling involves closer interaction with the customer, helping them choose a product or service, providing advice and recommendations. A salesperson helps the customer solve their problem or fulfill a need, not just sell a product or service. Complex sales are found in B2B where there is a long deal cycle and tender process with approval stages.
Simple sales, on the other hand, are based on the quick sale of a product or service without the active involvement of the salesperson. The seller simply offers a product or service and expects the customer to make a purchase. Simple sales are found in B2C, where the transaction cycle is fast and the buyer often makes a choice on price.
The difference and peculiarity of complex sales from simple sales lies in the degree of involvement of the manager in the sales process and interaction with the customer. Complex selling also requires the salesperson to be able to explain the technical aspects of the product or service in simple and clear language so that the buyer can easily understand all the benefits and features of the proposed solution.
In addition, the seller must be prepared for the possibility that buyers may ask difficult questions or express doubts, and be able to respond effectively with persuasive arguments and case studies.
Selling a complex product or service is an art that requires a manager’s special approach, negotiation skills and ability to work in a large team environment. Techniques for managing complex sales privately can be obtained from trainings, public articles or books about corporate sales.
What industries utilize complex selling?
Complex selling is used in a variety of industries where complex or highly technical products or services are sold. Some of these industries include:
- IT and telecommunications
- Financial services
- Industrial equipment and technologies
- Medicine and health care
- Education and training
- Research and development activities
What complex B2B sales methodologies are used?
There are several methodologies specifically designed for complex B2B sales that focus on understanding the customer’s business needs, building long-term relationships, and solving complex problems. Here are some B2B sales methodologies:
Solution Selling
Translated, solution selling is a sales technique that focuses on the customer’s business problems and providing customized solutions to solve them. This methodology involves identifying customer pain points, aligning your product or service with their needs, and collaborating with multiple stakeholders to create a comprehensive solution.
Challenger Selling
Translated, sales champions are a sales technique that involves challenging a customer’s assumptions and beliefs to help them make a more informed buying decision. This technique can be used to sell innovative products or services that may not be familiar or understood by the customer.
SPIN-selling
SPIN selling is a technique that involves asking open-ended questions to uncover the customer’s needs and concerns.
Situational questions – the salesperson asks questions to learn about the client’s current situation and needs;
Problem questions – the salesperson identifies the client’s problems and offers solutions;
Extractive questions – the salesperson helps the client recognize the problems and understand how they affect their business or life;
Guiding questions – the salesperson offers specific solutions and helps the client choose the most appropriate ones.
By asking these types of questions, salespeople can gather information to tailor their sales pitch and demonstrate the value of their product or service. This unobtrusive sales methodology has been around since the 80’s and continues to be successful because it helps potential customers realize value before they even attempt to close.
Why Complex Selling Matters
Mastering complex selling is essential for organizations operating in B2B markets or selling high-ticket products and services, such as large web design projects or investment opportunities for accredited investors. These types of sales often represent the most significant revenue opportunities for companies with substantial deal sizes and profit margins.
Moreover, excelling at complex selling can provide a competitive advantage by enabling sales teams to navigate the intricate buying processes of large organizations effectively. By understanding the nuances of multi-stakeholder decision-making, salespeople can position their offerings more strategically and build stronger relationships with key decision-makers.
Successful complex selling also requires a deep understanding of the buyer’s business challenges and industry trends and the ability to articulate a compelling value proposition. In my experience, the best way to build a higher value proposition is with a video sales letter.
This level of expertise and consultative approach can differentiate a sales organization from competitors who take a more transactional stance.
Key points:
- Represents significant revenue opportunities
- Competitive advantage in navigating complex buying processes
- Requires deep understanding of buyer’s business and industry
- Enables strategic positioning and value articulation
- Consultative approach differentiates from transactional selling
How to succeed in complex selling
Succeeding in complex selling involves a few key strategies:
- One critical component is lead qualification. This involves carefully evaluating potential deals to determine their fit, viability, and likelihood of closing. This helps sales teams prioritize their efforts and avoid wasting resources on low-probability opportunities.
- Overcome Objections Gracefully: Every sales conversation involves objections. The key is to overcome them gracefully. Start by identifying the most common objections and preparing a strategic response for each. Every objection is an opportunity to provide more information and clarify any misconceptions.
- Automate Follow-Ups: Automation can help you keep track of your leads and ensure that no potential client falls through the cracks.
- Simplify Your Marketing: Once you’ve simplified your products and services, the next step is to simplify your marketing. This could involve creating content, reaching out to potential clients on social media, or sending out follow-up emails to leads.
- Utilize Technology and Tools for Success: AI sales tools can greatly enhance your sales process. This could involve using CRM software, email marketing tools, or social media platforms.
- Focus on the Sales Process: Building relationships with potential customers and guiding them through the sales funnel until they are ready to purchase is crucial. This involves understanding their needs, providing tailored solutions, and guiding them towards making a purchase.
- Solve Specific Problems: When you solve big, painful problems for your clients, you can generate leads without having to offer discounts or hard-sell. Be specific in the problems you solve to get better conversion rates.
For more detailed strategies and tips, watching our free Masterclass training.
Ashley Davis (or ‘Ash’ for short) is the CEO & Founder of Skyline Social. For over 15 years, Ash has been helping business owners with lead generation. Ash specializes in helping businesses get high-quality leads, appointments and clients each month with automated digital marketing strategies. Learn more about the author here.
