¿Se ha preguntado alguna vez cómo se desarrolla el proceso de venta de un submarino? ¿De sistemas tecnológicos de última generación? ¿Componentes aeroespaciales? O, más cerca, ¿equipos para montar plantas de fabricación de cualquier tipo? Enseguida se ve que no son las negociaciones más sencillas. Incluso existe una categoría para este tipo de ventas: son ejemplos de ventas complejas.
En este artículo, le mostraremos qué define a las ventas complejas y cuáles son sus principales características.
Verá que tienen algunos aspectos propios, en particular sus ciclos de venta más largos que los de la venta simple.
Al mismo tiempo, las ventas complejas aportan como gran ventaja a las empresas que trabajan con ellas el hecho de que devuelven un ticket medio más alto, lo que potencializa la facturación.
Otro aspecto muy presente se refiere al entorno en el que las ventas complejas son más comunes: en los negocios entre empresas, también llamadas ventas complejas B2B.
¿Qué son las ventas complejas?
Las ventas complejas son las que requieren procesos más largos, implican más cuestiones técnicas y, en consecuencia, pasan por varios responsables hasta su conclusión.
Por todo ello, las ventas complejas suelen tener un proceso más costoso, pero al mismo tiempo representan un ticket medio más elevado. Aunque no es una norma, se aplican con más frecuencia en las negociaciones entre empresas (B2B).
Como su nombre indica, las ventas complejas varían mucho en función del tipo de producto o servicio que se venda.
Los productos o servicios más técnicos o específicos hacen que las ventas sean más complejas que otras. Esto se debe a que requieren un entendimiento claro y muy estricto en ambos extremos: tanto el vendedor como el comprador.
Por ello, es bastante habitual que este tipo de venta requiera la contratación de profesionales muy específicos, ampliando el proceso de negociación y el número de responsables.
El vendedor, por ejemplo, tiene que trabajar muy bien con el perfil de ventas consultivo (https://protagnst.com/vendas-consultivas/), evaluando los dolores del cliente y formateando un trato que se adapte perfectamente a él.
Al mismo tiempo, es fundamental que quienes trabajan con ventas complejas sean especialistas en el producto que ofrecen. Al fin y al cabo, la negociación conlleva una serie de dudas y preguntas técnicas que sólo sabrán responder los grandes conocedores del tema. Y una mala impresión que se deja puede echar por tierra todo el esfuerzo de venta.
Aunque llevan más tiempo y requieren un proceso mucho más costoso que las ventas simples, las ventas complejas aportan un gran rendimiento. Esto se debe a que se trata de productos de alto coste y, como tales, ofrecen grandes oportunidades de ingresos.
Diferencia entre venta simple y venta compleja
En primer lugar, dejemos claro que la expresión «simple venta» en nuestro contexto no tiene ningún significado que represente una importancia menor, ni mucho menos. Es simplemente una cuestión conceptual.
Dicho esto, las ventas sencillas pueden ser tanto las de la vida cotidiana, como otras menos comunes, pero con procesos más cortos y menos responsables.
Una simple venta dirigida al consumidor final, por ejemplo, puede ser un viaje tradicional al centro comercial. Entras en una zapatería, eliges el modelo, pides ayuda al vendedor y cierras la compra.
Cuando se trata de un entorno B2B (https://protagnst.com/o-que-e-b2b/ ), podemos decir que una venta simple es aquella cuya negociación es posible hacerla directamente con un solo decisor. Piense, por ejemplo, en el responsable de las relaciones con los proveedores.
La venta compleja, en cambio, requiere un proceso de decisión más largo e implica a más de un responsable.
Por ello, hay que construir una relación de confianza entre las partes, algo que no vemos necesariamente en las ventas simples, que a menudo se resuelven en cuestión de minutos.
Además, mientras que en una venta simple el enfoque del vendedor suele ser más incisivo, en una venta compleja es necesario actuar principalmente como asesor. Al fin y al cabo, en las ventas complejas la idea no es simplemente vender o vender pronto, sino dar formato al mejor acuerdo para que, al final, toda la inversión tenga sentido, para ambos.
Características de las ventas complejas
Hasta ahora hemos visto que un aspecto muy presente en las ventas complejas es el mayor plazo para cerrar una operación. Sin embargo, esta característica es sólo una de las que definen una venta compleja.
De forma muy sencilla, se puede decir que una venta compleja es aquella en la que se potencializan todos los matices que conlleva una venta simple. Al fin y al cabo, como verás a continuación, el coste de conseguir un nuevo cliente es mayor, el recorrido que hay que afrontar hasta cerrar la venta es más largo, el ticket medio es más alto e incluso los decisores son más numerosos.
Alto coste de adquisición de clientes (CAC)
Los que trabajan con ventas saben que ganar un nuevo cliente no es una tarea sencilla. Exige mucha investigación, análisis, conversaciones y negociaciones. E incluso si eres un vendedor extremadamente bien preparado, no hay garantía de que el acuerdo se lleve a cabo.
En cualquier caso, conseguir un nuevo cliente es una actividad que requiere una integración de esfuerzos.
El equipo de marketing tiene que invertir en el análisis y la producción de contenidos, mientras que los responsables del departamento de preventa tienen que prospectar y calificar a los posibles nuevos clientes. Entonces llega el momento de que los asesores de ventas empiecen a negociar de verdad, y sólo entonces se cierra el trato.
Como puede ver, todo este ciclo exige una inversión financiera. Y todo esto tendrá un impacto en lo que llamamos Coste de Adquisición de Clientes, o simplemente CAC.
El cálculo del CAC tiene en cuenta el total invertido por la empresa en todos los sectores y/o profesionales y el número total de clientes efectivamente conseguidos. Por ejemplo, si la empresa invirtió R$ 20 mil en marketing y ventas, y en el período consiguió cuatro nuevos clientes, el CAC fue de R$ 5 mil.
En las ventas complejas, el CAC suele ser mucho más elevado que el observado en las ventas simples. Esto se debe a que, en general, las negociaciones implican pocos clientes potenciales y mucha inversión en investigación y prospección.
Pensemos, por ejemplo, en una empresa que vende soluciones automatizadas para la logística de productos en grandes almacenes. Este mercado, aunque prometedor, sigue siendo bastante restringido.
Llegar a los clientes potenciales exige un análisis exhaustivo del mercado, y no sólo de los clientes potenciales, sino también de los competidores. Y al final, el negocio puede reducirse a uno o dos clientes nuevos al mes.
Sume todo lo invertido y sobre el número total de nuevos clientes conseguidos, el CAC resultará sin duda elevado.
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Ciclo de ventas más largo
Como ya sabrás, el ciclo de ventas (https://protagnst.com/funil-de-vendas/ ) es todo el periodo que comprende la relación entre la empresa y el cliente. El periodo considera desde el momento de la prospección hasta el momento de la posventa.
Por lo tanto, es de esperar que se divida en diferentes etapas, cada una con una duración específica, no necesariamente en tiempo, sino en maduración.
En términos generales, podemos dividir un ciclo de ventas en siete etapas:
- prospección (búsqueda de clientes potenciales);
- contacto inicial
- Calificación de plomo
- presentación del producto o servicio;
- evaluación (cuando las partes analizan la propuesta)
- cierre;
- post-venta.
La duración de cada una de estas etapas varía, y aunque las empresas suelen intentar agilizar el proceso, esto no siempre es posible en las ventas complejas.
Y es que, como ya hemos reiterado, una característica muy presente en este tipo de ventas es la necesidad de pasar por diferentes responsables, cada uno con sus propias necesidades de tiempo y análisis.
Por supuesto, esto no significa que en las ventas complejas el tiempo de un ciclo sea sólo el del cliente potencial. Al fin y al cabo, si al final el acuerdo no funciona, los costes de todo el proceso serán mayores.
Es posible suprimir algunos pasos. Intentar calificar al cliente potencial antes incluso de prospectarlo es un buen ejemplo, y un buen equipo de análisis e investigación ayudará en este sentido.
Aun así, hay que tener en cuenta que todo el ciclo durará mucho más que el que se ve en las ventas simples. La cuestión es que esto no será necesariamente un problema, ya que al final el Ticket medio tiende a ser (mucho) más alto.
Ticket medio más alto
Hay numerosos indicadores de rendimiento que podemos -y debemos- tener en cuenta cuando se trata de ventas. Uno de los más importantes es el ticket medio.
El cálculo del ticket medio es bastante sencillo, basta con dividir los ingresos por el total de ventas en un periodo determinado.
En las ventas simples, el ticket medio tiende a ser bajo, pero esto siempre teniendo en cuenta un contexto. Al fin y al cabo, la venta de un coche en un concesionario está incluida en la lista de ventas simples, pero el ticket medio es sin duda mucho más elevado que el que se observa en la venta de una papelería, que está en la misma clasificación.
En cambio, en las ventas complejas, el ticket medio siempre tiende a ser alto. Al fin y al cabo, todo el proceso lleva más tiempo, implica a un grupo más amplio de personas y una mayor implicación entre las partes. Por lo tanto, para que tenga sentido desde el punto de vista comercial, la venta final tiene que ser muy rentable.
En general, las ventas complejas ofrecen un alto volumen de negocio a la empresa con un número de ventas muy bajo.
Un buen ejemplo es la fabricación de submarinos. Se trata de un producto muy complejo, con un mercado muy restringido -en Brasil, especialmente las Fuerzas Armadas- que exige meses y más meses de negociación.
Al final, sin embargo, las cantidades implicadas, de cientos de millones, tienen mucho sentido tanto para el comprador como para el vendedor.
Varios responsables de la toma de decisiones
Esta característica está muy presente en los procesos de venta complejos, más aún cuando el producto o servicio que se vende es muy técnico.
Piense, por ejemplo, en una empresa tecnológica. Desarrolla equipos y aplicaciones capaces de integrar completamente los sistemas de una gran empresa. De ella depende absolutamente toda la información que circula, e incluso su propio funcionamiento.
Ciertamente, el tema es bastante sensible para la empresa que está pensando en adquirirla. Y, como tal, ni una sola persona podrá saber si todo lo que se ofrece cumple con las exigencias.
La adquisición de un producto de esta magnitud pasa por la aprobación de los responsables de diversos sectores. Sólo ellos sabrán si lo que se propone es viable.
Pero incluso en los casos en que la complejidad no es tan evidente, una venta puede requerir la presencia de varios responsables.
Como hemos dicho, las ventas complejas suelen implicar costes elevados, cuya aprobación depende de las señales de los distintos gestores.
El director técnico puede insistir en que ese producto o servicio es fundamental para la empresa, pero el director financiero puede oponerse a los costes que conlleva.
Precisamente por eso, quienes trabajan con ventas complejas deben estar muy formados y contar con el apoyo de un buen equipo. Es este conjunto el que hará que los distintos responsables de la toma de decisiones se convenzan de la adquisición.
Buenas prácticas a seguir en las ventas complejas
Ahora que ya sabes lo que caracteriza a una venta compleja, te mostraremos buenas formas de trabajar con ellas en busca de buenos resultados.
Muchos de los aspectos que abordaremos a continuación son inherentes a todo tipo de vendedor, pero observa lo importante que es el trabajo en equipo en este tipo de negociación.
Quizás el gran diferencial de las ventas complejas sea precisamente la necesidad de desarrollarlas con varias manos y cabezas pensantes.
Aun así, cada una de las prácticas que presentaremos a continuación debería llevarse a cabo de forma individual. De la unión de estas individualidades surgirá un trabajo de ventas exitoso.
Ser un especialista
De nada sirve querer trabajar con ventas complejas si no entiendes mucho, el producto que vendes, la empresa para la que trabajas y la empresa con la que haces negocios.
Estos tres aspectos son fundamentales porque, como ya hemos mencionado, las ventas complejas requieren una actuación como la de las ventas consultivas. Para tener éxito en la negociación, es necesario encontrar el mejor formato de negocio para resolver los dolores de ese cliente.
Si te rodeas de toda la información posible sobre el producto o servicio que ofreces, siempre tendrás el argumento de tu lado. Presente una cartera de clientes que ya hayan hecho uso de su solución, muestre casos de éxito (https://protagnst.com/cases-de-sucesso/ ). Al fin y al cabo, mostrar el resultado práctico de lo que se ofrece puede ser el diferencial a la hora de cerrar una venta.
También es muy importante conocer a fondo la empresa que representa. Esto se debe a que es una forma segura de encontrar formas de adaptar el negocio en caso de que surjan algunas objeciones en el momento de la venta (https://protagnst.com/objecoes-de-vendas/ ).
Por último, es esencial estar muy bien informado sobre el cliente potencial.
Conocer su historia, sus competidores y su potencial de crecimiento es una información que sin duda ayudará a alinear el mejor acuerdo en el curso de una venta compleja.
Esto se debe a que entender cuáles son los principales retos de esa empresa le permite ofrecer las mejores soluciones. Una vez más, actuar como consultor marcará la diferencia.
Formar al equipo de ventas
Un buen equipo de ventas debe estar cohesionado, y cada profesional debe conocer sus funciones y sus objetivos.
Pero, además, el equipo de ventas debe estar estrictamente alineado para tener éxito en las ventas complejas.
Como ya hemos dicho, este tipo de negociación implica un mayor coste de adquisición de clientes y, sobre todo, un ciclo de ventas más largo.
Precisamente por ser más larga, hay que afrontarla de forma muy asertiva, para no cansar al cliente ni hacerle desistir en medio de la negociación.
Además, un equipo de ventas bien formado apoyará al consultor de ventas cuando surjan las primeras objeciones o cuando la negociación deba ajustar su trayectoria.
Por ello, la formación constante de todo el equipo es esencial para mantener el rendimiento a un alto nivel.
Otro punto a tener en cuenta es asegurarse de que la comunicación entre todo el equipo sea fácil de entender. Al fin y al cabo, cualquier tipo de obstáculo ya sea un retraso en la devolución, o un error en la resolución de problemas puede retrasar aún más una venta compleja.
¿Necesita ayuda para vender más? Vea cómo Protagnst, especialista en negocios B2B, puede ayudar. (https://protagnst.com/wp-admin/post.php?post=4385&action=edit&classic-editor=1#form )
Elegir a los clientes adecuados
A estas alturas ya habrás comprendido que las ventas complejas requieren una buena dosis de perseverancia y un esfuerzo conjunto muy bien ejecutado. Además, hemos destacado la importancia de conocer bien a tus clientes potenciales, para trabajar en soluciones que sean quirúrgicas y resuelvan sus dolores.
Dicho esto, no tiene ningún sentido invertir tiempo, compromiso y dinero en tratar de vender a clientes potenciales que probablemente no quieran comprar o, mejor dicho, que probablemente no «necesiten» comprar.
Las ventas B2B complejas existen por una sencilla razón: una de las empresas tiene alguna necesidad, y la otra tiene la solución a la misma. Hay que centrarse en eso.
Conviene recordar que este tipo de operaciones suelen implicar grandes sumas de dinero. ¿Por qué, entonces, invertirías tiempo en un cliente cuyo producto o servicio que tienes que ofrecer no concierne a ninguno de sus dolores acuciantes? ¿Por qué iba a gastar en ello?
Una de las grandes ventajas de las ventas consultivas, que también está presente en las ventas complejas, es que permiten crear una relación duradera.
Conviene recordar que los negocios que dan un rendimiento al nuevo cliente tienden a repetirse en el futuro o, al menos, la asociación tiende a continuar para posibles nuevos negocios. Otro punto muy importante es que las ventas complejas que dan buenos rendimientos refuerzan la reputación de su marca y ponen a su empresa en evidencia. En otras palabras, se le reconoce como una autoridad en el mercado.
Esté preparado para cerrar el trato
Una venta compleja es un trabajo minucioso, lleno de matices que hay que observar, objeciones que hay que romper y detalles que hay que aclarar.
Hasta ahora han visto que, para que se cierre, depende de un fuerte compromiso entre todos los implicados durante un largo periodo de negociaciones. Y, dependiendo de lo que implique la venta, este periodo puede superar a veces muchos meses.
Por lo tanto, no se puede correr el riesgo de perder un negocio que ha requerido tanto esfuerzo debido a los obstáculos en el momento del cierre.
Por lo tanto, tenga preparado un modelo de contrato. Cuando ese cliente potencial dé luz verde para cerrar el trato, prepárese para realizar los trámites burocráticos lo antes posible. No dé la posibilidad de que un plazo más largo pueda suponer un contratiempo en el acuerdo.
Además, el avance de la tecnología en los últimos años -y en particular con el auge de las soluciones a distancia visto desde la pandemia- permite que los contratos que antes requerían el envío de todo tipo de correspondencia se resuelvan ahora con unos pocos clics.
Existen opciones de firma digital en diferentes plataformas, lo que agiliza los procesos y deja en segundo plano cualquier tipo de burocracia. Así que invierta en soluciones tecnológicas.
Recuerde: las ventas complejas suelen estar definidas por responsables exigentes que valoran la eficiencia. Y esta eficacia tiene que ser evidente en todas las etapas, no sólo en las que se dedican a convencer sobre el negocio.
Ofrecer flexibilidad
Un error común que afecta a muchos vendedores es que el producto que ofrecen es la única manera de resolver el dolor de su cliente potencial. La mala noticia es que, a no ser que se trate de algo muy innovador, es probable que haya otros competidores llamando a esa misma puerta que usted ha encontrado.
Del mismo modo, otro punto a tener en cuenta cuando se trabaja con ventas complejas es que, en la mayoría de los casos, se trata de valores muy elevados. Esto significa que conllevan riesgos muy importantes para quienes adquieren el producto o servicio.
Dicho esto, es fácil comprender que no es raro que haya objeciones o incluso la posibilidad de renunciar al trato, incluso en la recta final del ciclo de ventas.
Por ello, es muy importante que esté abierto a cambios de rumbo durante una negociación de venta compleja.
Sea flexible
Esté preparado para revisar los valores, las cantidades, los plazos o las garantías. Aunque esto pueda disminuir sus beneficios, siempre es mejor reducir la ganancia después de una larga negociación, que tener que empezar de nuevo desde cero, y sin tener ninguna garantía de que evolucionará con ella.
También hay que tener en cuenta que una concesión aquí puede representar un nuevo negocio en el futuro.
Perfil de un profesional de la venta compleja
Los profesionales de las ventas complejas tienen perfiles variados, después de todo, hay cientos o miles de negocios diferentes, cada uno con sus propias características específicas. Pero, en términos generales, los vendedores que trabajan con este tipo de negocios convergen en ciertos puntos.
Por lo tanto, si quiere trabajar con ventas complejas, busque las siguientes características:
Organización
La organización es una virtud bienvenida en cualquier tipo de profesional, pero en las ventas complejas es más que eso: es un requisito básico.
Después de todo, considere todo lo que hemos cubierto hasta ahora: un análisis profundo del mercado para buscar a los clientes adecuados, el trabajo conjunto con todo el equipo de ventas, la identificación de los responsables de la toma de decisiones y las personas influyentes, meses de negociación. Y añade un elemento más: los plazos que hay que cumplir.
Es sencillamente inviable que una venta compleja, que implica este conjunto de características, se complete si el vendedor no es metódico y organizado.
Los vendedores que no tienen un control eficaz de sus plazos y calendarios, que no tienen a mano los datos de contacto de los responsables, que se pierden en los procesos, suelen tener poco éxito en una negociación de ventas compleja.
Ser un buen oyente…
Esta característica está muy presente en un profesional de la venta consultiva, y del mismo modo es algo que deben perseguir quienes trabajan con ventas complejas.
Hay que tener en cuenta que las ventas complejas tienen muchas más posibilidades de éxito cuando se adaptan a las necesidades del cliente, nunca a las del vendedor.
Un profesional que trabaja con ventas complejas, si hace sus deberes, ya sabe de antemano lo que necesita ese cliente potencial. Al fin y al cabo, ha investigado, prospectado y encontrado en ese lead el perfil del cliente ideal.
Pero será durante el contacto personal, en las primeras reuniones comerciales, cuando el vendedor podrá encontrar en el contexto o entre líneas un modelo de negocio lo más cercano posible al ideal.
Por eso es esencial saber escuchar.
…pero también saber posicionarse
Todo el mundo conoce el viejo dicho de que «el cliente siempre tiene razón». Es una forma indirecta de decir que no hay que contradecir al cliente.
Sin embargo, esto no significa que no pueda tener su propio punto de vista.
Recuerde que, en las ventas complejas, quien propone una solución a un dolor sabe de lo que habla. En otras palabras, quien vende un producto conoce el potencial de ese producto y su utilidad.
Un buen vendedor para trabajar en ventas complejas es aquel que, ante las objeciones, sabe superarlas con argumentos convincentes. Una vez más, estar rodeado de información ayudará en esta tarea.
Ser perseverante
Esta es otra de esas características inherentes a todo tipo de vendedores, pero que se potencia en aquellos que trabajan con ventas complejas.
Largo ciclo de ventas, sucesivas reuniones comerciales y ajuste de intenciones, contratiempos en la negociación, objeciones… Muchas cosas suelen aparecer durante un proceso de venta complejo. Al fin y al cabo, el largo plazo va de la mano de la paciencia.
Ser perseverante y saber que surgirá algún tipo de contratiempo o imprevisto en medio del camino es lo que garantiza los buenos resultados, especialmente en las ventas complejas de B2B.
Saber personalizar
Por mucho que el producto o servicio que ofrezca sea el mismo, la forma en que puede ser útil para un cliente difícilmente será la misma que para otro. Por lo tanto, no tiene sentido querer adaptar la misma solución a diferentes empresas.
Un buen vendedor que trabaje en ventas complejas debe ser ágil para personalizar soluciones y diseñar propuestas de venta exclusivas.
Además, debe tener el valor -y el conocimiento- de elaborar una propuesta única, pero capaz de generar una buena rentabilidad tanto para el comprador como para el vendedor.
Consideraciones finales
Como hemos visto, las ventas complejas son aquellas en las que el cierre pasa por un ciclo de venta más largo que el visto en las ventas simples. Sin embargo, todo este tiempo invertido también se traduce en un mayor rendimiento, en ingresos y en ticket medio.
No es fácil trabajar con ventas complejas, ya que generalmente se trata de productos y servicios para un mercado más restringido. La cuestión es que forman parte de la vida cotidiana del B2B. Por ello, comprender sus características y seguir las mejores prácticas puede ser la clave del éxito.
Contratar una empresa especializada en ventas consultivas
¿Quiere obtener mayores beneficios en el negocio de las ventas complejas? Protagnst es una consultora especializada en ventas B2B. Trabajamos con la generación de clientes potenciales, la adquisición de clientes y el aumento de las ventas en las operaciones entre empresas.
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