It is important to understand that every "Business to Business" sales can be classified into one of two different categories:
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Simple - A simple sale is one in which a decision can be made quickly, often times by one person. It does not have to go through a formal and lengthy budget approval process. The product itself is often times not very technical in nature, and the dollar values involved are probably relatively low. Examples of a simple sale might be someone selling office supplies, coffee, or snow plowing services to a small office building.
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Complex - As you might imagine, a complex sales is just the opposite from a simple sale. These sales can be highly technical in nature. Budgets must be set and approved. The dollar values are often times very significant. Losing the sale will be painful to the seller's organization and there are ALWAYS multiple people involved in the decision making process.
Vision Selling was created to help increase the chances of winning sales in a "complex" sales environment.
Classification of Sales
Interesting Quote
"The problem with the rat race is that even if you win, you are still a rat."
Lilly Tomlin
