SALES PROCESS FOR BIG-TICKET DEALS

Selling isn’t easy. From quarter to quarter, you have to make your number. That requires that you take all kinds of different activities and produce all kinds of outcomes.

WHAT DOES IT TAKE TO MAKE YOUR NUMBER ?

Activity isn’t enough to make your number.

Large number of clients are not enough

to make your number.

To make your number, you

need effective activities that produce real outcomes.

PARETO’S PRINCIPLE

20% of your clients will give

80% of the numbers.

Needs time

Needspatience

Needs intensive

follow-up.

Results are not instant.

What are the inhibitions ?

WHY SHOULD YOU DO IT ?

What is the average size of the deals in your funnel?

What do you have to change to increase the

average size of the deals in your sales funnel?

What do you have to change to get the really big deal dream clients into the top of your sales funnel?

What does it take to get the Really Big Deal through your Pipeline ?

WHAT DOES IT TAKE ?

Most of your deals will fit through your funnel without any trouble at all. The small deals can zip right through without touching either side of the funnel—these deals don’t even begin to push

the boundaries of your capacity as a salesperson.

But really big deals are too big to fit through your funnel. In order to get these deals through the funnel, you have to stretch. You have to increase your capacity as a salesperson; this means

improving your skills.

RELATIONSHIP MANAGEMENT

Pay in Advance For the Right to Compete

Pay in Advance for the Right to be Trusted

Pay in Advance for the Right to Cooperate

and Collaborate

HOW DO YOU GET IT -- 1?

It is more difficult to obtain the really big opportunities by an order of magnitude over smaller deals. You have to increase your ability to OPEN RELATIONSHIPS, knowing that your big

deal dream client already belongs to your competitor.

Because your big deal dream client has deep relationships in place, you have to work longer, harder, and more consistently to

NURTURE the relationships that you need to gain an opportunity.

You have to be better than your competitors, and far better than is necessary on smaller opportunities, at OBTAINING

COMMITMENTS. You have be able to obtain the commitments that allow you to develop your opportunity, working to discover the dissatisfaction that gives your dream client the motivation

to change and the rationale for doing so.

HOW DO YOU GET IT -- 2 ?

There is no single authority on most really big deals. These are complex sales with complex needs and politically complicated buying committees. You have to build the consensus of these buying committees, including all of the decision-influencers and stakeholders. And you have to deal with political realities that don’t accompany smaller deals.

Presenting your solution isn’t enough to win the really big deal. Instead, you have to be able to incorporate the visions of all of the buying committee members and their constituencies with your solution, creating a proposal that they can support, recommend, and later defend.

Then there is the negotiation. Unlike smaller deals, big deals almost always have more complex negotiations. You have to manage risk managers, procurement managers, and legal departments, all of who red line your agreement and change the terms and conditions of your big deal.

THANK YOU