Selling - Your Company's Biggest Sale Ever

Guest post by: Dave Kurlan
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Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan

Sometimes your biggest sale isn't your best sale. When biggest isn't best, sometimes it is because:

it was anti-climactic.
it was too easy to win.
there was a lack of competition or resistance.
the account was a nightmare to manage.
it wasn't profitable enough
it couldn't beleveraged
it wasn't fun
you didn't like each other

On the other hand, a relatively small or medium size sale might feel like your best sale ever because the factors above were not present and the challenge of winning the business was incredibly difficult.

Anyone who has run a company, or been in sales, sales management or sales leadership for any significant length of time, finally creates (or stumbles upon)the significant opportunity we are discussing and closes it (with or without help). The point of today's post is, what one thing or combination of things was it that earned you the business on your terms? Was it:

a magical question
the relationship
the product
the value proposition
their perception of you
their perception of your company
the questions you asked early on
your reputation
your follow through
your persistance
your expertise
your ability to lower resistance
your ability to get an audience high in the organization
your positioning and posturing
a powerful introduction
an effective cold call
use of sales 2.0
your qualifying
your presentation
a successful demo
a chance meeting
a terrific reference
no other options
your ability to get them to discredit the competition
your ability to uncover their compelling reasons to buy
your ability to create urgency
your ability to execute the sales process

Great Price isn't on the list and won't be. That's not selling, it's caving in, and it's the formula for short-term, unprofitable business. Share this list with your salespeople to discover if there is a common theme to how they won the significant business. Learn whether they might have strayed from those items on the list in scenarios when they failed to win the significant business.

Sometimes it is as simple as connect the dots. Faithfully follow the process and it will lead you to a successful outcome. Sometimes a single question makes all the difference. It always takes thorough preparation, focus, listening, questioning, commitment, flexibility, awareness and readiness.

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Free PDF Download
Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan

About the Author: Dave Kurlan

RSS for Dave's articles - Visit Dave's website
Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development. He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling (Dan Seidman), Stepping Stones (Deepak Chopra and Brian Tracey) and 101 Great Ways to Improve Your Life, Volume 2 (David Riklan).
Click here to visit Dave's website.

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