Do you know what separates the top 1% of salespeople from everyone else I'm talking about those folks that earn a high
six-figure or even seven-figure
Commission
Most people think that top salespeople simply close more deals
This just isn't true in fact a lot of mediocre salespeople
Actually closed a higher quantity of deals they're closing more deals than those top 1 percenters
The difference is the average size of the sale I see it all the time at my client companies
the top sales persons average sale size might be a
million dollars while the other salespeople at the organization's average sale size is maybe
$100,000 that's a ten times differential
So those average sales people have to sell ten times
the number of sales in order to get the same sales numbers the easiest way to
Make those larger sales is to sell to big companies it can change everything for you in this video
I'm going to show you five strategies to sell to huge
Massive really large companies check it out
Number one don't be afraid of the big boys and gals
This is what holds most people back from selling to those big companies. They're simply nervous and uncomfortable
selling to those big organizations, but the reality is that big companies can actually be easier to sell to
Just think not only do they still have many of the same problems that you solve
but they also tend to have a lot more money plus the size of your
Solution is often much larger with a big company
So it just multiplies the average sale size the first step is all about getting
Outside of your comfort zone those big companies don't wait number two sell high up the food chain
The thing about big companies is that they have so many fancy titles that I swear
We're designed to either confuse or scare off salespeople
CMO
CSO chief happiness officer brand director VP of ops they're all
Intimidating to many, but they give insights into who you should sell to think right now. Who is the highest?
relevant person on
an
Ideal prospect organization that you could sell to who is that person what's their title?
Stop selling to those low level managers and start selling to directors
VPS even those C levels
They have so much more ability to say yes
the worst thing that happens is that they send you down and now you've received an
introduction to a decision maker from their boss
Not bad number three plan a prospecting campaign enough
haphazard calls and emails to prospects
It's time to map out an entire campaign to a prospect centered around
Packages that you're going to send to this person via FedEx, and we use FedEx because everyone opens a FedEx package
What can you send to this person that will be of a high perceived value that will grab their attention?
Is it a special report a unique sample or an?
Analysis specific to their company remember that because there is a huge potential sale on the line you should feel comfortable
Investing more time and dollars in grabbing their attention now
Plan out other letters that you can send and calls and emails that you can make to follow up on what you're sending
number four
Understand the decision-making process one thing that is often more complicated about selling to large organizations
Is the decision making process?
Unlike with small mom and pop organizations where the owner clearly can make the decision big
Organizations may have more complex decision-making structures not
Understanding your prospects decision making process is sales suicide you must know before
You present your solution what that process looks like?
Often there are layers of folks who need to buy into you're offering so
Don't mess up the opportunity by not asking a lot of times even a high-level prospect say a CEO
Will want to get buy-in from subordinates, so just ask their process?
This is really easily done with one simple question that sounds like
What is your typical decision-making process for an initiative like this easy?
And now you've saved yourself a ton of headache down the road number five once you have a contact get
introductions to other areas of the organization the other nice thing about big companies is that you can often sell to
multiple divisions multiple departments
This means that once you've established a relationship in one area of the company
Leverage your relationship to get into other areas
This means asking those new contacts for introductions to other folks that could also use your offering
Don't wimp out here. This is critical to do if you don't you're missing out on huge
opportunities just remember
I have never met a sales person who has ever lost business by asking for introductions
but most salespeople
Do lose business by not asking there is no risk and there's only upside
So there are five strategies to selling to huge
Massive really large companies. I want to hear from you which of these strategies
Did you find most useful?
Be sure to share below in the comments section
And I will be sure to respond to every comment that I can get to and if you enjoyed this video
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