Excerpt from “Closing Bigger the Field Guide to Closing Bigger Deals”
If a small order comes through, determine who is ordering and who is connected to that person. You may find that you have already moved into the exploration stage with a big client.
For example, I used to sell online ads. Often I had companies with ad budgets of $250,000 call me and give a $1,000 order, which lasts less than an hour on a high-traffic website. Literally a flash in the pan, these were the equivalent of a five-second advertisement spot run once on primetime television. Producing measurable results under these circumstances was, to say the least, difficult.
These companies weren’t running around placing 250 orders for $1,000. Rather, they were looking for someone who could prove that they were worthy of winning a million dollars or more in advertising spending. They were testing for uniqueness, ability to execute, quickness of response and creativity. They were saying, “give us a reason to do big business with you.”
We may never get the million-dollar client if we make the $1,000 order a low priority. Treat the little guy and the little order with respect. Take the time to analyze and probe, and seek out spin-off opportunities.
For more information on the book:
I have been maintaining a blog at salesacademy.ca for four years now. With the launch of my new book [ Closing Bigger the Field Guide to Closing Bigger Deals . written with my coauthor Trevor Greene] I wanted to amalgamate my blogs in one place.
Over the next few weeks and months Trevor and I will be sharing our insights, lessons learned and recounts of our travels as we promote the book and message on reaching rainmaker status as a deal closer.
For the next 9 months or so the blog entries will be mostly done by me [Shane Gibson] while Trevor Greene is preparing for a deployment to Afghanistan.
Our official book launch was on the 25th of October 2005 with the support of over 100 members of the Vancouver Board of Trade.
In addition to written sales and sales management blogs we will be doing sales podcasts on a weekly basis including interviews with big deal closers from multiple industries on five continents. You can download an excerpt from the book Closing Bigger the Field Guide to Closing Bigger Deals here.