You Can Close Big Deals

What do we mean by big? 

‘Big’ means different things to different people. If you are starting out with your own consultancy, ‘big’ might mean a $10K deal right now. In twelve months from now, ‘big’ might mean $50K. 

Wherever you are now, you can learn to how to close those larger opportunities. It’s just a matter of understanding a basic process and what you need to do at each step. 

Size is Relative

When I first started selling software, the idea of closing a $30,000 deal felt like a large and substantial deal. 

Some years later I was at a different software firm, that sold different things on a larger scale. I walked past a boardroom where people were discussing a sales opportunity – I glanced at the board and saw that the opportunity was worth $35 million dollars. 

I realised that on a fundamental level, these people just had a different idea of what ‘normal’ was. 

So remember, if what you are selling feels like a ‘big’ deal to you – it might be the complete opposite to someone else. Don’t get too side tracked by the dollar figure.  

You need to Meet with People

One of the key differences with B2B sales, is that you can’t do everything digitally. In a world where so much more of our lives is conducted through a screen, it can seem that everything can and should be done that way.

When it comes to closing large opportunities, there needs to be direct personal interaction. This will happen via a range of channels, including digital communications. However, B2B sales is not transactional like B2C sales. You can’t expect someone to read a few things online and make a decision to lay down $500K – they will want more interaction than that to make a decision. 

You don’t be afraid of this – simply embrace this side of B2B sales and learn how to do it. 

B2B Sales is not Rocket Science

Despite what you might see on the interwebs – sales is not a mystical magical art. There is no magic formula that will see the sales start rolling in. 

You just need to learn some basics skills and simple processes – and do the work. I argue that anyone can learn how. 

The main reason I see people fail in B2B sales, is they avoid doing the things they are uncomfortable with. For some people, who are naturally more introverted, they avoid meeting with people because they don’t find it easy – or they worry they are doing it wrong.

Once you have a process and skills under your belt, even if you are not a natural ‘people person’ – you will find calls and meetings easier. The more practice you do the better you will get at it, and the easier it will become. 

Don’t let your nervousness stop you from doing the work and going after big opportunities. 

Keep it Practical and Simple

Learning to close large B2B sales is a matter of learning some simple practical skills and a simple sales process. Then you simply need to get busy and start doing. 

There is nothing quite like landing that first big sale. It all starts with learning a few simple skills and having a go.

You can close big deals. Give it a go.