The large complex sale is a mystery. It's a puzzle, isn't it? What else is there in life where you go through this long arduous process where they want it, need it, can afford it. It's important to them, but they don't do it.

Is it because they don't want it? No, they want it.

Is it because they can't afford it?

No, they can afford it.

Is the timing not right?

Maybe.

Politics, maybe.

But isn't this the nature of large groups, the inability to come to a consensus

and a conclusion? This organizational psychology is something that we really don't talk enough about in sales.

Everybody thinks the big complex sale is much like a small transactional sale.

Where does the product do what they want? Yes. Is it reasonably

priced or competitively priced? Yes. Why not buy it? And they buy it. But that logic doesn't work in the large complex sale.

And it kind of puts a hex on our thinking because it doesn't make sense to us. Why is this not working? This is what

we're going to talk about today. Before I get into it though, I want to tell you a little story. When I was, I guess not a kid but kind of growing up got my first computer, one of the first games I bought for the computer was chess.

This is when you had to buy the game as opposed to downloading it.

Why'd I buy it?

Because trying to find somebody to play chess with was half the problem.

And then you have to hope that they stick with the game instead of giving up when I beat them.

Or me getting upset when they beat me.

But if I didn't buy that chess game, how would I practice chess?

I know how to play chess, but I needed reps. I needed time in playing the game.

This is what brevity pitch.com does for us in sales because we think

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