How to sell simple and complex services…
We’ve seen that prospects research their purchasing options with colleagues, peers, advisors, and using the Internet. From this they work out what they want to buy— and then they start to engage with suppliers.
Now we meet a fork in the road. Is your prospect buying something simple or something complex?
If the purchase is easy, make the buying experience easy.
Where the purchase is complex, offer insights, advice and fresh perspectives. You can do some of this online. But make sure your sales people can offer specific advice and answer questions that your online presence doesn’t cover.