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Selling - Your Company's Biggest Sale Ever

Guest post by: Dave Kurlan

Article Overview: Your biggest sale isn't always your best sale. This could be for a number of reasons, here are a few of them...

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Selling - Your Company's Biggest Sale Ever

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

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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Home > Sales > Dave Kurlan > Selling Your Companys Biggest Sale Ever >
Article Tags: best sales, sales, sales superstar, selling

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 Dashed Line

Understanding the Sales Force
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Related Forum Posts
Re: What's in a Name? Re: What's in a Name? - Sale or promotion relies a lot in name chosen for product/business.
Internet Users Hbk http://www.internetscamsanonymous.com Internet Users Hbk http://www.internetscamsanonymous.com - Current site for sale of our handbook as a Clickbank product Welcome any and all feedback: Sale page Content Handbook Content Pricing Too Big Considering braking it to 2 volumes: Avoiding Scams Online and Doing Business Online and maybe ad 3rd volume related internet technology Kind of like selling preventive medicine!! Thank you in advance for your interest and comments
Re: Kevin's Case Study #10 - When to become an entrepreneur? Re: Kevin's Case Study #10 - When to become an entrepreneur? - When the bug bite you. A lot of successful entrepreneurs started in their teens or at school. Selling sweets to fellow students or lemonade to firends in the neighbourhood.
Re: This is Marketing Warfare! Re: This is Marketing Warfare! - Hey GT, I guess this was from a while back, and it'll test your memory a bit but could you possibly elaborate on Unique Selling Proposition? Can you give us some examples of good USPs?
Blog pinging Blog pinging - Thanks Martin - yes, I do ping and it has been very effective. I'm currently on the first page of Google for Mastermind Group and on the second page for Selling to Small Business.


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