The big problem is simple. Most sales people and sales trainers are not aware of the different skill set required when making major sales. There is a huge difference between making that simple sale and making a sale that requires many interviews and meetings.
" target="_blank">Making Major Sales
Comment from Stephen Craine
Steve, Thanks for your post.
I totally agree, the sales skills and techniques needed to sell high value or complicated sales are completely different to selling quick fire items or services.
The sales process used can often follow the same path and for many people new to major sales is a good place to start.
I've looked at many sales training companies and the courses they provide and often their courses are standard.
They don't research what the customer actually needs to sell to the target market.
You can see more on building your own sales stages for the products and services you sell at Sales Training Course.