Terry Slattery of Slattery Sales Group describes what happens when logical and emotional customers come together after meeting with the vendor in complex sales cycles. He also talks about what logical customers care about (lowest price) and what emotional customers care about (best possible solution and lowest total cost of ownership over the life of the solution).

How do I know if i am in a complex sale? What differentiates a complex sale?

Most sales advice you will find is about simple sales; complex sales are more challenging, yet usually provide more revenue and are worth pursuing. Terry Slattery shares the sales skills needed for complex sales. Learn how to identify when you are in a complex sale and what differentiates a complex sale from a simple sale.