What's your strategy for closing high-value deals?

An exercise I always go through that has helped me…clean notebook, pen to paper, something about writing versus typing gets creative juices going for me…open notebook and at the top of the first page I write the Target Company name…next line I write what do I need to know…and I just start writing out every detail I can imagine from tactical to strategic, the question aimed at developing a comprehensive list of things I need to know to have a chance of winning, the list creates a second list of actions I need to take to learn what I need to know…and the momentum starts, I continuously visit and add to what I need to know as a result of the actions taken and continue to add actions to learn what is needed to be known. Keeps me focused.

Value is in the eye of the purchaser. If you understand and can articulate the value your solution brings to the ideal customer profile you are targeting, then you can reframe every touch point with the prospect to highlight the impact your solution will have. Outreach, qualification, etc. are all opportunities to showcase how you know your target market and bring value to them.

In the world of high-value sales, you can't afford to spend a lot of time on the wrong prospects. When your goal is to close a few large deals in a year you need to be very clear on who you solve problems for and how to qualify the right opportunities. Put together a very clear qualification strategy that will help you identify early if you are the right fit for a prospective customer. That qualification strategy needs to include clear discussion about price, timeline and need- tied to the problem you know you can solve. If you have had those discussions upfront, you can then focus on demonstrating the value you and your team can provide vs trying to over come obstacles tied to timing and pricing down the line.

I completely agree. We help MDs and CEO's to close high value sales accounts every week. When your ideal client is in front of you, you have seconds to gain their respect, rapport and attention. The entire journey through the sales cycle is critical. In the key moments with you HNV prospect you may only have seconds. Whilst still gaining the organisations confidence early doors, and before attempting to make any contact with your marketing qualified leads, research, research and research ??

Building trust and rapport starts before the first discussion with your prospect. Today you NEED to be building a personal brand and thought leadership in your industry to stand out. If you want to be seen as a partner, not just a salesperson, you need to offer value beyond what you can provide in your 1 on 1 interactions with the customer. Grow your network so that you can help offer valuable referrals. Use social media as a way to stay in front of your prospects and show the depth of your knowledge by consistently sharing insights. And most importantly, show up on social channels as yourself. That authenticity will allow your customers to know and trust you on a different level than just a demo and contracting meeting with allow.

Typically we match HNV B2B service sellers such as manufacturers in the construction industry with HNV procurement buyers for their niche service. We use our Wisdom to find common ground and integrity between seller and buyer. It's simple when you become memorable.

A negative self belief that can impact your ability to sell, confidently: Some people have trouble asking for their needs to be met because of consistent negative childhood experiences in which caregivers did not meet their basic needs. Such experiences can leave people feeling as though their expressions are unworthy of influencing others. Thus, ask yourself if you have trouble voicing your needs because this can have a negative impact on your confidence. Particularly in those occasions when you are trying to persuade a prospect who is on the fence, or perhaps not interested in listening, to make a deal with you. It is imperative that you value your own opinion to believe, in full confidence, that others should value it too.

A negative self belief that can impact your ability to sell, confidently: Some people have trouble asking for their needs to be met because of consistent negative childhood experiences in which caregivers did not meet their basic needs. Such experiences can leave people feeling as though their expressions are unworthy of influencing others. Thus, ask yourself if you have trouble voicing your needs because this can have a negative impact on your confidence. Particularly in those occasions when you are trying to persuade a prospect who is on the fence, or perhaps not interested in listening, to make a deal with you. It is imperative that you value your own opinion to believe, in full confidence, that others should value it too.

I've been in sales for 30 years....always remember if you don't ask....you never get. Integration, then ask. There's nothing better than hearing the 3 magic words in sales 'let's go ahead'

A negative self belief that can impact your ability to sell, confidently: Some people have trouble asking for their needs to be met because of consistent negative childhood experiences in which caregivers did not meet their basic needs. Such experiences can leave people feeling as though their expressions are unworthy of influencing others. Thus, ask yourself if you have trouble voicing your needs because this can have a negative impact on your confidence. Particularly in those occasions when you are trying to persuade a prospect who is on the fence, or perhaps not interested in listening, to make a deal with you. It is imperative that you value your own opinion to believe, in full confidence, that others should value it too.

People deal with people they 'know, like and trust'. That does not happen by accident - put in the effort to get out the results that you want.

A negative self belief that can impact your ability to sell, confidently: Some people have trouble asking for their needs to be met because of consistent negative childhood experiences in which caregivers did not meet their basic needs. Such experiences can leave people feeling as though their expressions are unworthy of influencing others. Thus, ask yourself if you have trouble voicing your needs because this can have a negative impact on your confidence. Particularly in those occasions when you are trying to persuade a prospect who is on the fence, or perhaps not interested in listening, to make a deal with you. It is imperative that you value your own opinion to believe, in full confidence, that others should value it too.