When a purchasing decision is made by a group of individuals, the sale can be termed complex, and the decision makers are members of what Kevin refers to as the Complex Buying Team . Frequently, these decision makers operate behind the scenes, not wanting salespeople to know they exist. In situations such as these, it's up to salespeople to discern what's going on, and take the appropriate action to win the sale.

          Winning Strategies for the Complex Sale gives salespeople the tools and strategies they need to overcome the hurdles (including hidden obstacles) and win the sale.

         Salespeople learn:

• The six key decision making positions on the Complex Buying Team
• How to sell to each type of decision maker on the Complex Buying Team - thereby building momentum toward victory
• Why it's important to identify the "Power Broker," and how to do it
• Identifying and neutralizing your greatest threat: the Anti-sponsor
• The greatest enemy of all to winning complex sales is inside the salesperson's head

         Kevin walks the group through entertaining and instructive real-life case studies of complex sales to help salespeople rapidly assimilate the vital information in this program.

         Formats: Keynotes, half-day seminar, full-day seminar

          "Your program exceeded my expectations. You were well prepared, the material was applicable to what we do, and you have a very motivational delivery. The standing ovation you received at the end of the program is indicative of our salespeople's high opinion of the services you provide."

Bud DePietto

Senior Vice President of Sales, Standard & Poor's Corporation

          "You have been an important part of our sales training efforts for the past year and a half. Training for training's sake is of little value to a marketing organization such as ours. The proof is measured in new sales revenues. Our sales are up significantly and continue to rise."

Douglas Helm

Executive Vice President of Sales & Marketing

Pinnacle Data Corporation