Venda Complexa

O que é uma venda complexa?

Uma venda complexa é assim chamada quando:

  • Envolve muitos influenciadores no processo de compra.
  • Altos Custos, com muitas visitas e ciclo de venda longo.
  • Alta Concorrência, com muitos fornecedores de grande porte e especialização.
  • Altos Investimentos por parte do comprador e vendedor.
  • Altos Riscos, já que existem muitos fatores que influenciam o resultado da venda.
  • Exige planejamento e estratégias refinados nos 3 planos da venda – conta, oportunidade e contato.
  • Lida com clientes experientes e especialistas no processo da compra.
  • Exige habilidades para entender o negócio do cliente e sua cadeia de valor.
  • Exige habilidades investigativas refinadas, para desenvolver a necessidade.
  • Exige habilidades do vendedor para desenvolver patrocinadores para vender a solução internamente.
  • Exige Provar o valor ou ROI – Retorno do Investimento – da solução.
  • Exige habilidade mais refinada de negociação para fechar a veda.

Boas Vendas!

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