ll be required for the complex sale. To me this is basic common sense, but for some reason, people have a tendency to get it backwards. Nearly everyone I talk to says that my self-marketing systems are probaI probably receive more correspondence from salespeople who deal with long sales cycles, or what is commonly referred to as the complex sale, than from anyone else. They contact me because they’ve seen my website or heard about my books and are skeptical about whether or not my lead-generation techniques can work for them, or if they only work for commodity products with short sales cycles.

Stop! That’s what I usually say as I hear their objections. Stop jumping to conclusions without considering the possibilities first.

The fact of the matter is that the self-marketing systems I teach work even better for complex sales than for simple sales! The reason why is quite simple: Rudimentary sales techniques such as cold calling will be more effective for simple sales. Something more sophisticated, however, will be required for the complex sale. To me this is basic common sense, but for some reason, people have a tendency to get it backwards. Nearly everyone I talk to says that my self-marketing systems are probab

bsite or heard about my books and are skeptical about whether or not my lead-generation techniques can work for them, or if they only work for commodity products with short sales cycles.

Stop! That’s what I usually say as I hear their objections. Stop jumping to conclusions without considering the possibilities first.

The fact of the matter is that the self-marketing systems I teach work even better for complex sales than for simple sales! The reason why is quite simple: Rudimentary sales techniques such as cold calling will be more effective for simple sales. Something more sophisticated, however, will be required for the complex sale. To me this is basic common sense, but for some reason, people have a tendency to get it backwards. Nearly everyone I talk to says that my self-marketing systems are proba

hat I usually say as I hear their objections. Stop jumping to conclusions without considering the possibilities first.

The fact of the matter is that the self-marketing systems I teach work even better for complex sales than for simple sales! The reason why is quite simple: Rudimentary sales techniques such as cold calling will be more effective for simple sales. Something more sophisticated, however, will be required for the complex sale. To me this is basic common sense, but for some reason, people have a tendency to get it backwards. Nearly everyone I talk to says that my self-marketing systems are proba

for complex sales than for simple sales! The reason why is quite simple: Rudimentary sales techniques such as cold calling will be more effective for simple sales. Something more sophisticated, however, will be required for the complex sale. To me this is basic common sense, but for some reason, people have a tendency to get it backwards. Nearly everyone I talk to says that my self-marketing systems are proball be required for the complex sale. To me this is basic common sense, but for some reason, people have a tendency to get it backwards. Nearly everyone I talk to says that my self-marketing systems are probably fine for commodity products, but that complex sales will require cold calling! Like I said, they have it backwards.

There are a number of reasons why this is so. Rather than elaborate on theory, here are some points to consider as to why self-marketing techniques work even better with complex sales:

1. If you are involved with long sales cycle products or services, you need to have more than a business card and brochure on your side. You need to have your own website. I don’t mean your company’s website – I mean your very own personal website, just for your prospects and customers.

2. Since you are selling a complex product, it’s very important that your prospects are educated on it. Think about it – isn’t one of the biggest challenges in selling complex, or high-ticket products, the simple fac