Do you want to be in the top 5 percent of salespeople? Of course you do. Most in your profession think success means closing more deals — but that’s simply not true. In fact, average salespeople often close more sales than the richest salespeople do. That’s because the top 5 percent of salespeople know how to increase their average sale size, enabling them to make much more money on far fewer deals.
The key to reaching the top level of sales is consistently closing bigger sales. How? By targeting massive organizations with the need and budget for larger investments. You can start by taking concrete steps to double your current average sale size. Check out these seven closing strategies for landing bigger clients, doubling your average sale size and dominating the competition in your industry.
1. Get over your fear.
Many salespeople are simply too scared to sell to huge companies. If this sounds like you, you may be surprised to learn that big organizations can actually be much easier to close than smaller ones. After all, these large companies face the same problems as your small customers do, just on a bigger scale. This means they need a bigger version of your solution — and they have the budget to match. Get over your fear, and you’ll quickly see that big companies don’t bite.
Related: Tim Ferriss Says You Have the Wrong Idea About Fear, and It’s Killing Your Dreams
2. Stand apart from the crowd.
High-level prospects hear from an average of 10 salespeople every day. If you do what everyone else is doing, you’ll never get through to them or earn their trust. To double your average sales size, you must be intentional about standing apart from the crowd in your industry. While others pitch, you should ask questions. While others are enthusiastic, you should be low-key and genuine. While your competitors focus on their products, you should focus on your prospect’s deepest frustrations and show how you can solve them.
3. Stop selling…
