HOW TO AVOID THE BIG DEAL TRAP
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HOW TO AVOID THE BIG DEAL TRAP


In sales, there is one trap that is impossible to walk past, and that is "The BIG Deal" trap. Some people get lost in it for months and even years; you may have seen it already and noticed that it is NOT a deal. It is a Trap. Let me explain. It starts well: You stumble into a new account that is selecting a product in your category, and they want to standardize it across the enterprise. You think to yourself, this is life-changing money and a career-defining deal, so you go all in... So where is the trap? Well, You end up spending most of your effort on this deal, and the deal just drags on and on...

So, how do we avoid this to be on the same page? This is the topic of today's episode of The Brutal Truth.

Here is what you will learn:

  • How to identify the trap?
  • Why do clients want to view us as a commodity?
  • Why do we have no power if we are a commodity?
  • I'd like to know how to differentiate from the alternatives.
  • How to teach your clients how to change.
  • When land and expand is better than the enterprise deal.

You can listen to the full interview on iTunes: https://podcasts.apple.com/us/podcast/brutal-truth-about-sales-selling-b2b-social-saastr/id327760868?i=1000659890537

Spotify:

https://open.spotify.com/episode/5wMEovamMqvVmKjXJUxkqM?si=ba91a03ff8db49c3

or watch it on YouTube:

https://youtu.be/9tnZG7ukugs

Follow our other shows The Sales Leadership Show / PodCast revenue management collective and Sales Questions Brutally Honest Answers - PodCast

Check out how AI has solved the Sales Practice problem: https://www.brevitypitch.com

In addition to the online training, we are scheduling on-site training for sales teams. If you are a manager and interested, you can check out the courses at https://gluedperformance.com/brian-burns-landing-page

Salina Rahman

Do you want more meetings? Close larger deals? Listen to the Brutal Truth about Sales Podcast... #sales #leaders #thebrutaltruth

6 个月

Great post

回复
Sean Sequeira

Sales Consultant MOMO POS MTN FINTECH

8 个月

Best way to start is the face to face cold calls. As telephonic cold call is not affective. Also why people fall in the trap, is when the client submits the application but then the clients get busy and it he forgets and then you keep calling for the remaining docs . So I have learnt move to the next opportunity, always keep building , Never depend one that one deal, alway keep calling face to face. Better affect as to telephone, as you hone your skills ,think on your feet. You see when face to face if the client is keen. If not cut it short , don't waste time and move to the next. Those bad one will.come back at the later stage. Most important rule I live by is to alway have fun , always do role in your vehicle after every face to meeting ,asses teach meeting.

Lambo Zou

?? 5K Followers | Smart Home & Furniture Expert ?? | Secure Smart Locks/Security Solutions | Trusted China Sourcing Partner | Let’s Connect!

8 个月

Thanks for sharing.

Joanne Francis, MSW

HARP Care Manager at Sun River Health

8 个月

Great example. I love Jim Parsons ?? thanks for sharing

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