Closing the Sale in 2023: How To Overcome The 3 Challenges of Complex Sales
00:02:22 Get to know Jeff Thull
00:04:10 Start the training with Jeff Thull
00:17:01 The 3 challenges of a complex sale
00:24:26 Connecting at the level of power and decision
00:28:45 Matching agendas
00:30:45 Right person, right question, right sequence
00:32:09 Decision Framework - Cast of characters
00:33:44 Value Matrix
00:39:55 Two approaches to the complex sales
00:51:34 The decision challenge
00:59:55 The progression to change
01:05:52 Join Jeff Thull to Mastering the Complex Sales Master Business Course
01:18:18 Q&A Session
Starting on January 11th!
Join now and get immediate access to the content and tools!
Companies Successfully Mastering The Complex Sale
"Jeff Thull's process plays a key role in helping companies, and their customers cross chasms with disruptive innovations and succeed with game-changing initiatives."
- Geoffrey A. Moore, author of Crossing the Chasm and Dealing With Darwin
Ready to Master The Complex Sale?
11th-Hour No-Decisions Will Become A Thing Of The Past
When Your Customers Gain 100% Confidence Throughout Your Sales Process
Tell us if this sounds familiar…
"We decided we're going to hold off for now; let's revisit this conversation down the road."
The 11th hour of the sales process arrives, and the unthinkable happens again… another no-decision from a prospect that seemed like a done deal.
Not only did your sales team just go through months of difficult negotiations… basically bending over backward for the prospect so they could close the deal…
But the customer couldn't see the true value of what you offered. They even have the nerve to hit you with the dreaded "Can we discuss lowering the price"?
It feels like a punch to the gut… but the pressure is on, so you cave and say, "let's see what we can do." Deep down you know that your offer is worth so much more than the number they expect.
This scenario has become the norm for far too many sales teams. You can call it another day in the Era 3.0 of selling.
But here's the good news…
While the complex sale in Era 3.0 is a massive process that hinges on multiple stakeholders and waves of information coming at you from all directions… The Grandmaster of The Complex Sale wants to work side by side with you and your sales team to implement a high-level sales strategy… and guide you on the path to making 2023 an incredible year for your business.
After all, customers are more skeptical than ever of the solutions offered to them. Your new strategy in this competitive marketplace requires some out-of-the-box thinking. The master persuader and problem-solver strategies of Era 1 and 2 won't cut it.
Today's volatile market calls for a much different approach.
Welcome to Mastering the Complex Sale!
A proven, thoroughly tested toolkit to build your sales playbook!
In this online sales course, renowned sales strategist and bestselling author Jeff Thull will guide you through the process of building your sales strategy. He will work with you and your team to get things dialed in when the stakes are higher than ever.
You'll go way beyond perfecting your complex sales strategy. The sales process in this course focuses on identifying and quantifying value. Your goal is to create as much value for the customer as possible.
You will pave the way for more profitable growth through four stages of diagnostic conversations:
Research and build a solid foundation on which to engage customer executives in trusting and mutually long-term relationship.
Guide your customer through a quality decision process to identify and understand their unique challenges and determine with them the cost of not changing.
Collaborate with customers to create the optimal solution together and quantify the value to be achieved, making your solution the compelling option.
Your customer now has enough information to reinforce their own decisions and accept your solution. Now you deliver on their expectation and verify with them the value is being achieved.
By the end of this program, you can expect to...
Build a uniform sales, marketing and management process
Gain control and confidence by building trust and credibility
Set up a high-quality pipeline of larger-sized deals
Avoid getting commoditized under relentless price pressure
Get executive and senior-level access with concise diagnostics
Shorten your sales cycle and increase your conversion rates
Skillfully leverage the full value of your solution to prospects
Pave the way to more predictable and profitable sales growth
With this sales course, you won't be mastering this methodology alone.
You'll be working and learning side-by-side with like-minded CEOs, sales leaders, sales professionals, and their teams! This additional community and support (both internally and externally) will give you an advantage that no other online training can offer.
We will give you an environment of support, guidance, mentoring, coaching, collaboration, teamwork, peer support, and a whole lot more so you are fully equipped to thrive during your implementation! Over the next 8 weeks, you and your team will tackle the sales challenges most critical for your organization and learn as part of a community of executives!
Mastering The Complex Sales Begins Here
What are leaders saying about Mastering Complex Sales?
We Guarantee Your Results With The Hybrid Method of Learning
Our unique approach leaves nothing to chance. We will help you break through your "plateaus" so you can grow with less stress and drama. These four elements are essential to moving from incremental growth (or no growth at all): a proven framework, insight from industry leaders, peer support, and professional mentoring.
The 4-step integrated process that allows you to turn practice into results in real-time:
Direct Learning from Jeff Thull
Get cutting-edge strategies from the thought leaders – not just a professional who teaches business theory. You get the learning directly from your coaches and avoid misinformation or a watered-down version.
Build Your System Toolkit Step-by-Step
You will receive tools to speed along your implementation quickly and easily. These tools are your roadmap to give you direction and get on track, as well as to help your team stay on track – easily – almost like a step-by-step blueprint. These tools will help drive action for the duration of our time working together.
Weekly Live Group Coaching Sessions
With Jeff, you make a plan for exactly how to implement it. We don't leave you to plan on your own. You show up weekly for the group coaching sessions to get your specific questions answered and focus on the next steps for implementation. We'll show you what works so you don't fall back into bad habits.
Community Networking, Masterminding, & Peer Support
The community is built of other growth-minded leaders from companies around the world. You have the opportunity to connect and access a support system during the implementation process. The more you can collaborate with like-minded peers at your level with similar business problems, issues, and opportunities, the more your learning and action accelerated.
We use this same process, methodically, every single week – and it's how we've helped thousands of companies in 70+ countries. This process is powerful and why we can say we have implementation rates of around 70%.
Entrepreneurs and business leaders who work with us not only understand "how" to make the changes needed in their companies, they are enabled to finally "make" the changes, step-by-step, rapidly, without faltering or losing steam.
Meet Your Guide
The verified Grandmaster of the Complex Sale, Jeff Thull, is a leading-edge strategist and valued advisor for executive teams of major companies and institutions worldwide.
He is the author of three best-selling books for orchestrating the strategy, process, and execution of complex sales, including the highly-revised second edition of Mastering the Complex Sale.
As President and CEO of Prime Resource Group, Jeff has designed and implemented business transformation and professional development programs for major companies, including Shell, 3M, Microsoft, Citicorp, IBM, and many fast tracks, start-up companies.
Jeff is also a compelling, entertaining, and thought-provoking keynote speaker with a track record of over 3,500 keynotes and seminars delivered to corporations and professional associations worldwide.
Mastering The Complex Sales Begins Here
Your business-changing transformation begins with Mastering the Complex Sales and Value in the MBD All Access
Mastering the Complex Sales is included with an MBD All Access membership
Unlimited Access to all 100+ instructors • New classes added every month • Watch on desktop, mobile, or tablet
Create Impact And Equip Your Team With The Skills Needed To Scale
As an MBD All Access Member, you get access to Mastering The Complex Sale - plus extraordinary transformation for every dimension of your business.
Growth Institute's complete curriculum of best-in-class programs, each powered by the world's best teachers, is accompanied by world-class tools and technology and a global community of growth-minded leaders ready to scale up!
The MBD All Access Program has helped 11,000 businesses achieve their growth goals by providing tailored course recommendations that have the support of over 80 thought leaders.
MBD All Access helps you build a reliable team that can confidently take on any challenge.
What's included in your MBD All-Access membership
Become an MBD All Access Member and get Growth Institute's entire learning platform at your fingertips. But that’s not all: you also get the clarity and tools to design a curriculum that’s hyper-personalized to your business and your team member's goals as a professional. This puts you in the driver’s seat and gives you the freedom and confidence that your team has what they need to succeed.
Personalized onboarding to tailor the curriculum to your team’s needs.
Access to all 13+ Master Business Courses (adding new programs every quarter)
The full library of 60+ Learning Suites in The Edge for your entire company.
Immersion in the global growth community of best-selling authors, business coaches, and leaders of scaleups.
Weekly live online sessions with authors and coaches to help implement new methodologies.
Growth Assessment to understand the biggest growth opportunities.
Monthly progress check-ins to review progress and update curriculum.
Quarterly progress reporting.
And So Much More!
What are leaders saying about MBD All Access
WE REMOVE EVERY BIT OF RISK WITH OUR SCALE UP OR GO HOME 100% GUARANTEE
Get access to the entire program, go through everything, use it in your business, and if, at the end of going through the process for 30 days and 3 full live sessions, you decide it's not for you, let us know, and we'll give you a full refund. No Questions Asked. So, why not try and see how powerful this program can be for you, your team, and your business? You have the freedom to gain and nothing to lose.
Here's why we give this kind of guarantee:
You know that to succeed in anything in life, you have to commit. Everyone on your team must commit to getting your business to the next level. This is your chance to make a commitment that will create reverberating results for years to come.
If you truly want that next level, you will confidently take the steps you need to get there. We think you've got what it takes to get there. That's why we're offering you this outstanding one-time coaching and implementation package.
Trust us when we say we will not let you go without anything to show. We want YOU to be our testimonial. So enroll now and get started going through Module One, and you'll realize immediately you made a good investment.