Believe it or not, anyone can go from small-scale deals to multi-million dollar closes. In today’s episode of The Sales Evangelist, Donald is joined by sales and mindset coach Cheryl Parks to discuss how she gets the right people in the conversation to close large-scale deals.
Believe in your own story:
- You don’t need to be the best salesperson; you need to be the best thing your customers dictate.
- If you don’t know the answer to something, toss the answer to someone else. Be honest and approach situations as needed.
Starting the conversation with larger accounts:
- In today’s environment, there are so many more opportunities. Sales is a treasure hunt, not a linear scenario.
- The insights you provide to a CEO or CFO mean more than just sending a case study or book; be the extra set of eyes and ears that provide concise thoughts.
- Large deals don’t happen overnight – you need to have conversations, talk to new people, and determine where they spend their time.
- Go to the companies you are loyal to, because you’ll be more excited about it.
Initial messaging outreach:
- Cheryl teaches the heart-centered framework, and one of the “h”’s is human-to-human contact.
- Don’t be a robot. Instead, be authentic and show passion for your work to trigger meetings and events that push prospects further into the pipeline.
- Relationships come from serving and providing value for the prospect. The buyer wants to support the organization and demonstrate competence. What can you provide to help them achieve their own goals and company goals?
- Smaller organizations tend to be more agile, adaptable, and long-term. So larger-scale companies can and do work with companies that might be smaller than themselves.
How can we make large deals work?
- Determine their desired outcome, streamline customer experiences, and create specific and actionable reporting.
- Throughout her deal, Cheryl based who would be in the meeting depending on who was in their meeting, but remembering there might be more people who need to be in the room.
Cheryl’s parting advice? You’re living in your story, but change what story you tell yourself. Write affirmations to speak your future into existence. Walk yourself out of your shortcomings to go beyond your comfort zone. For more information, content, and advice from Cheryl, visit her website thesalesgrowth.com or connect with her on LinkedIn.
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