• This topic has 1 reply, 2 voices, and was last updated 4 weeks ago by Will Barron.
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  • #9516857
    Transactional Sale vs Complex Sale
    Frederik Caspersen
    Participant
    Apr 23, 2024

    Hey Will,

    Thanks again for your amazing content!

    I’m also struggling to distinguish between Transactional Sales and Complex Sales to determine if a diagnostic call would be suitable for my purposes.

    For some background, I work as a recruiter offering services to line managers/project managers. I typically reach out to prospects when they are looking for temporary staff. If they are looking for someone and trust me, they usually allow me to participate in candidate submissions alongside other suppliers.

    With that said, should I aim to simply close the “sale” — that is, secure the right to submit candidates — or should I try to set up a diagnosis call before moving forward with the sale?

    I understand that flexibility is important to achieve sales, but just from a process perspective, what should I be striving for in case of doubt?

    Thanks!

    #9516866
    Will Barron
    Keymaster
    Apr 23, 2024
    Will Barron Apr 23, 2024

    The diagnosis call doesn’t have to be 45 minutes long. If you strip it down to it’s essence (understand current reality, future reality, micro-close “if I can get you from X to Y would it make sense to lean more?” can be done in a couple of minutes.

    The less complex the sale, the less time you have to spend doing diagnosis.

    You can absolutely do a diagnosis call, service pitch and then close the sale in one call if the deal size is low enough or the pain is strong enough.

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